Pardot VP of Sales Derek Grant walks thorugh the basics of B2B lead qualification and lead nurturing.

1. A B2B Marketers Guide to Lead Qualification and Nurturing

3. How Does Qualification Increase Sales?

5. The Execution

6. The Leads

12. BANT – Budget, Authority, Need and Timeline

16. Site search query: +3 points

17. Link Click in an Email: +3 points

18. Visitor page view of Standard Pages: +1 point

19. Visitor page view of “Buying” Pages: +5 to +25 points

20. Opportunity created: +50 points

22. Downloads 2 whitepapers

24. Searches for your company by name

26. Many buyers of B2B technology are taking longer to close.

28. Standardize Communication

29. Stay top-of-mind throughout the sales cycle

31. Leads have shown interest but not intent

33. Automate Delivery so Sales is not responsible

34. Adjust the message when the prospect responds

36. Inject Personal Notes from Rep

38. Assume that Newsletters nurture

39. Use Segmentation

40. Use an Introduction

41. Be Mindful of Timing

42. General to Specific

45. Leads that are not yet qualified should be nurtured until sales-ready