Successful lead management is both art and science - combining thoughtful and dynamic, multichannel, dialogue-oriented nurturing campaigns with quantitative triggers and analytics that keep the lead pipeline moving.
At the heart of successful lead management is lead scoring - the "secret sauce"- which not only serves as the basis for assessing lead progress but also improves the engagement of the marketing team with its sales counterparts.
This session will cover both strategy and tactics for achieving successful lead management with emphasis on the lead scoring process. It also will focus on how lead scoring not only can jump-start your B-to-B marketing programs but also improve overall sales and marketing alignment. And since seeing is believing, you'll learn how other organizations have used lead scoring to improve their success with lead management.