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Introduction to lead scoring and Nurturing
1.
A B2B Marketers
Guide to Lead Qualification and Nurturing
2.
3.
How Does Qualification
Increase Sales?
4.
5.
The Execution
6.
The Leads
7.
8.
9.
10.
11.
12.
BANT – Budget,
Authority, Need and Timeline
13.
14.
15.
16.
Site search query:
+3 points
17.
Link Click in
an Email: +3 points
18.
Visitor page view
of Standard Pages: +1 point
19.
Visitor page view
of “Buying” Pages: +5 to +25 points
20.
Opportunity created: +50
points
21.
22.
Downloads 2 whitepapers
23.
24.
Searches for your
company by name
25.
26.
Many buyers
of B2B technology are taking longer to close.
27.
28.
Standardize Communication
29.
Stay top-of-mind
throughout the sales cycle
30.
31.
Leads have
shown interest but not intent
32.
33.
Automate Delivery
so Sales is not responsible
34.
Adjust the
message when the prospect responds
35.
36.
Inject Personal
Notes from Rep
37.
38.
Assume that
Newsletters nurture
39.
Use Segmentation
40.
Use an
Introduction
41.
Be Mindful
of Timing
42.
General to
Specific
43.
44.
45.
Leads that are
not yet qualified should be nurtured until sales-ready
46.
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