1. Lead Scoring
© CEO Focus 2007

2. The fine line between sales & marketing
Internet has moved the line

3. Good and bad: For pure salesperson For marketer Bad: lessen role
Good: better leads
For marketer
Pretty much all good

5. Enter Lead Scoring Leads that are not Sales-Ready need to be nurtured
More scientific method to grade prospects
Set a threshold for nurture vs. sell
Benefits
Fewer leads but
Higher Win Rates
Shorter Sales Cycles
Higher Revenue Per Sale

6. How to Lead Score
© CEO Focus 2007

7. Fit & Interest

9. Advanced Topics Lead recycling PRSP for varying scores
Social media interaction scoring
CRM integration
2 dimensional scoring