Introduction to Lead Scoring and Nurturing
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Pardot VP of Sales Derek Grant walks thorugh the basics of B2B lead qualification and lead nurturing.
![Introduction Lead Qualification &Nurturing: Overview ,[object Object]](data:image/gif;base64,R0lGODlhAQABAIAAAAAAAP///yH5BAEAAAAALAAAAAABAAEAAAIBRAA7)
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Introduction to Lead Scoring and Nurturing
- 1. A B2B Marketers Guide to Lead Qualification and Nurturing
- 3. How Does Qualification Increase Sales?
- 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
- 24. Searches for your company by name
- 26. Many buyers of B2B technology are taking longer to close.
- 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