The Definitive Guide to Lead Scoring
Updated · Dec 09, 2010
The Definitive Guide to Lead Nurturing offers useful, qualitative insight from today’s marketing thought leaders and basic and advanced B2B marketing best practices on must-have campaigns. Released by Marketo, a global Revenue Performance Management solution provider, the new guide (PDF format) offers more than 50 pages of expert commentary, best practice examples, and easy-to-use worksheets.
“If you’ve ever spent a single dollar on demand generation, you know first hand how expensive, time-intensive and challenging it is to make the most out of every lead you acquire. Many companies do a good job at generating leads — attracting prospects to a Web site or tradeshow booth, buying lists, etc. The problem is that most new leads are not yet ready to engage, so if a sales rep does try to contact a lead before he or she is ready, it reinforces the general impression that marketing-generated leads are no good. As a result, leads risk getting lost, ignored, or snatched up by competitors.”