B2B Marketing Zone

How Important is Lead Scoring?

A lot of marketing teams still guess about when the right time is to pass a lead to sales. Is it after the prospect downloads that 17-page eBook? After they click on a few emails? How about after they spend

5 Steps to Creating a Successful Lead Scoring Program

In order to nurture your leads, it’s important to have an idea about where they are in the buyer’s journey. Are they just becoming aware that they have a problem? Are they considering all their options for solving the issue

Lead Scoring Strategies for Agencies: Best Practices

How can agencies help businesses develop lead scoring strategies that get results? To find out, I talked to Sam Boush, President of Lead Lizard, a marketing automation agency (and Act-On partner) based in Portland, Oregon.  Lead Lizard serves clients from

4 Ways Marketing Automation Can Create a Pot o’ Gold

Though sales and marketing departments use different strategies and tactics, their missions are complementary: revenue generation. Adding a marketing automation system to these departments can directly contribute to their collective success, ultimately helping them meet and exceed revenue goals. What Can

Optimize the Sales Funnel with Lead Scoring

I‘ve been in sales for 20 years, and I can say for certain that new sales leads are vital to a company’s continued existence. However, once marketing gets those leads flowing, it soon becomes apparent that there’s more to success

How Lead Scoring and Nurturing Work Together

Any outreach strategy can be overdone, including nurturing. The very last thing you want to do is irritate your future customer … so you need to watch the cadence of your messaging and be aware of which stage of the