I just read a great article about lead scoring ... and wanted to share that with you.
It's written by LeadFabric.com. Enjoy !!
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Ever wonder why a river with an average depth of three feet still drowned the army that tried to cross it? Right. Because averages are just that – averages. They don’t accommodate the peaks and valleys of a fragmented landscape.
Now consider lead scoring, the mechanism that lets you determine whether a lead is ready to go to sales or whether it needs more nurturing. If you only have one scoring system – that doesn’t distinguish between region or product family for example – you can’t effectively navigate your buying landscape. You can miss peril and opportunity alike in differences of offerings, go-to-market strategies and more. One size doesn’t fit all.
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