Lead scoring is crucial step in demand generation and can greatly improve the number and quality of leads that marketing passes on to sales. But how do you go about scoring leads? Mac McConnell over at BlueBird Strategies came into the Software Advice offices to host a whiteboard session on lead scoring. It is a three-part series that provides valuable information for any marketing team looking to improve the quality of their leads.
In the first video, Mac discusses how incorporating lead scoring into your demand generation strategy affects the different stages in the sales funnel.
In the second video, Mac goes into the different metrics marketers should use when developing a lead scoring model.
In this last video, Mac talks about how to build an effective lead scoring strategy and how to weigh different metrics.