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 To receive monthly tips, strategies and information on upcoming events about demand generation, event marketing, and more, be sure to subscribe to The Point. 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."
Most Recent Presentations
10 great examples of demand generation content
When it comes to making demand generation campaigns work to maximum effect, good content is a marketer’s greatest fuel. The right content helps generate new inquiries, warm up cold leads, and nudge ex
7 Steps to a Successful Account-Based Marketing (ABM) Strategy
Planning to add ABM to your demand generation mix but unsure how to get started? In this presentation, learn 7 key steps to developing and executing a successful ABM program.
7 Steps to a Successful Account-Based Marketing (ABM) Strategy
Planning to add ABM to your demand gen mix but unsure how to get started? In this slidecast, learn 7 key steps to developing and executing a successful ABM program—as well as 4 common traits that all
5 Reasons To Gate Lead Nurturing Content
Free Slideshare for B2B Marketers: 5 Reasons to Gate Lead Nurturing Content It’s a common belief amongst B2B marketers that content offers in a lead nurturing campaign, as different from a lead gen
5 Campaign Ideas When You Have No Content
What do you do when the pace of new programs outstrips your ability to generate that material? Answer: you get creative.
5 Tips For A Successful PPC Landing Page
Where do most paid search (PPC) campaigns succeed or fail? Though it’s typical for marketers to invest more time and legwork in the mechanics of search (keywords, bid strategy, campaign structure), on
7 Common Webinar Invitation Mistakes
How do you prevent your Webinar campaign from being lost in the crowd? In this Slideshare, you'll discover 7 mistakes you’ll want to avoid, along with corresponding remedies.
10 Tips For a Successful Trade Show Follow up Campaign