Top 10 B2B Lead Scoring Mistakes
On-Demand SlideShare:
Top 10 B2B Lead Scoring Mistakes
A well-planned, well-designed, and optimized lead scoring schema can be a key contributor to sales productivity, sales engagement, and the rate at which raw inquiries convert to qualified leads, opportunities, and deals.
In this slideshare, discover 10 of the most common lead scoring mistakes that B2B companies make. You'll learn:
-Why it's critical to separate demographic and behavioral scoring
-How to avoid "score inflation"
-Common attributes & behaviors that are often scored incorrectly
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Howard J. Sewell is president of Spear Marketing Group and a 25-year B2B marketing veteran. He writes on demand generation, lead management, social media, and B2B marketing for Spear's blog "The Point."
