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Starting Out With Lead Scoring

Scoring Starting Out With Lead ScoringLead scoring is the method of assigning a numerical value to responses gathered during the lead qualification process. Why would this be important? Marketers gather thousands of leads through online marketing, tradeshows, webinars, etc. Most of the time sales will cherry pick those leads they, for example, remember talking to at a tradeshow and the rest of the leads will end up in a database. Thousands of dollars were invested in these leads so it would be a shame not to get a return on such investment. Some organizations hire a telemarketing agency or have their inside sales team swift through the leads and find those that are qualified. However, after those leads are qualified the rest are forgotten, even though they may be qualified two months later. Thus, even if an organization has an inside sales team or telemarketing agency, they could still benefit from scoring. Read more

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What is an Ideal Cost Per Lead?

dreamstime s 35977090 What is an Ideal Cost Per Lead?Before we go any further we should probably discuss what we mean by lead. MarketingSherpa conducted a lead generation study in which 36% of the 1,915 organizations they surveyed stated that a qualified lead should cost less than $20 per lead.  But if we are talking about the top of the funnel then hardly any lead generation channel will bring in “qualified” leads. At best it will bring in a few qualified leads and leads that show some sort of interest. Most of the leads that are coming from the top of the funnel would need to be nurtured in order to become qualified. Read more

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