Not all leads are created equally. An automated lead generation and scoring system acknowledges this by assigning values to leads based on objective criteria. The lead score determines the appropriate action for that lead.

In establishing your system you should:

  • Identify online behaviors that indicate interest or sales-readiness
  • Assign point values to each of those behaviors
  • Establish a score that defines “Sales-Ready”

With a contemporary marketing automation solution like ActiveIQ, today’s B2B marketers can reduce costs and increase revenue through prioritization with lead scoring.