Are you looking to implement or optimise lead scoring in your business?
In this episode of Digital Marketing Answered™, CEO and Founder, Tim Butler, joins MarTech Manager, Chris Watson-James, to discuss how lead scoring can transform the way that you prioritise and rank leads based on businesses goals and objectives.
The discussion explores key topics including:
- How to make engagement scoring work for your business
- The importance of sales and marketing teams working together to build a lead scoring model
- Common mistakes when developing this framework
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This video is part of our Digital Marketing Answered™ podcast and video series, with new episodes released every two weeks.
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Key moments in this video:
1:39 What do we mean by lead scoring?
7:14 How to make engagement scoring work for your business
7:41 Perceived intent behind customer touch points
10:05 Common mistakes with lead scoring
11:16 ICP Scoring
19:39 The metrics you need to consider
23:00 How lead scoring can help with the length of the sales cycle
24:00 Upselling to customers
25:50 What's the starting point?
27:00 Types of data
28:50 Power of data and data strategy
30:08 Three things to optimise your lead scoring
33:55 Aligning marketing and sales activity to lead scoring model
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