Lead scoring: When to engage a new lead

Lead scoring: When to engage a new lead
June 09, 2020 10:00 AM CEST
Lead scoring: When to engage a new lead

Don’t waste your time on a lead who doesn’t want to be engaged! It can be frustrating for Sales to spend time on a lead who doesn’t want to be engaged. Contacting a lead too soon will be like cold calling, so when exactly is the right time to engage that lead who downloaded a white paper and showed interest, but is not quite ready yet? Understanding when to engage a new lead and when to hold off is important for any B2B sales team. You have to focus on building the relationship and this is where lead scoring can help.

Lead scoring is a mechanism where leads are ranked based on their demographics and behavior, making it possible to identify the leads that are most marketing and sales qualified. When a lead shows early intent of engagement, lead scoring can help the marketing team prioritize that lead with different activities and determine when a lead is more sales ready than a lead who is still researching.

Who is the webinar relevant for?

This webinar is for anyone working with leads typically in Marketing, Sales and CRM.

Here’s what we’ll be talking about:

  1. Carsten Johansen, Sales Specialist within Marketing Automation at Adobe will talk about the basics of lead scoring, why it is important, and how to use it to rank your leads focusing on the ones that are most likely/ready to engage.

  2. Michael Knudsen, Senior Solution Architect at Marketo, an Adobe company, will talk about how Marketo can be used to assign points to leads, based on different touchpoints with examples of what those touchpoints can look like.

  3. Carsten K. Schou Hjæresen, European Marketing Technology Lead at Valtech will give a real life example of how Valtech is using lead scoring with Marketo and Salesforce CRM and how it’s used to attribute marketing activities.

What will be your takeaway from this webinar?

  • Tangible actions to implement lead scoring today

  • A checklist of questions you should be asking yourself

  • A checklist of touchpoints and demographics that should give a positive or negative score

Tuesday June 9th:
10:00AM – 10:45 AM CEST
09:00AM – 09:45 AM BST

To sign up for this webinar, simply fill in your details in the form below and we will send you further details on how to attend:

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