Comments on: What is lead scoring? http://www.synaxisworks.com/blog/marketing/what-is-lead-scoring/ Good marketing is good business. This blog helps you increase revenue by optimizing marketing and sales. Tue, 14 Jun 2011 14:00:17 +0000 hourly 1 http://wordpress.org/?v=3.2.1 By: Paul Welty http://www.synaxisworks.com/blog/marketing/what-is-lead-scoring/comment-page-1/#comment-9296 Paul Welty Wed, 24 Oct 2007 23:56:48 +0000 http://www.synaxisworks.com/blog/marketing/what-is-lead-scoring/#comment-9296 It's an interesting question whether this can be automated, in light of the buzz about marketing automation lately. Even if it's the presence of a compelling event, couldn't learning about this still be automated? Or, perhaps you're suggesting that even the client might not really "know" what the true drivers are? It’s an interesting question whether this can be automated, in light of the buzz about marketing automation lately.

Even if it’s the presence of a compelling event, couldn’t learning about this still be automated?

Or, perhaps you’re suggesting that even the client might not really “know” what the true drivers are?

]]> By: Paul Johnson http://www.synaxisworks.com/blog/marketing/what-is-lead-scoring/comment-page-1/#comment-9281 Paul Johnson Thu, 11 Oct 2007 00:37:13 +0000 http://www.synaxisworks.com/blog/marketing/what-is-lead-scoring/#comment-9281 Client grading AND opportunity scoring... well stated! I have found that answering 5-10 key questions (either by the client or about the client) will reveal the relative "hotness" of the any lead. Usually this requires dialog with a salesperson, whereas most lead scoring that I've seen is automated and can't capture some of the key answers. Often, one of these keys is identifying a compelling event. Paul Johnson Client grading AND opportunity scoring… well stated!

I have found that answering 5-10 key questions (either by the client or about the client) will reveal the relative “hotness” of the any lead. Usually this requires dialog with a salesperson, whereas most lead scoring that I’ve seen is automated and can’t capture some of the key answers.

Often, one of these keys is identifying a compelling event.

Paul Johnson

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