Marketing Technology

“The good leads are for closers” – but what’s a good lead?

A cautionary tale for Marketers about lead scoring and the importance of talking to Sales. I was leading an eMarketing team that implemented a fairly sophisticated system for capturing online registrations and turning them into near real time leads for Sales. Leads were categorized based (in part) on answers to qualifying questions on the forms. Each lead was assigned a letter/number code, A1, B3, C2, etc based on the score. We thought it was pretty clever….

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Peter Tait“The good leads are for closers” – but what’s a good lead?

Welcome

Hi, I’m Peter Tait. After years of helping companies get better at using the web as part of their Marketing activities, I’ve decided to collect and publish everything I’ve learned about online Marketing and demand generation. If nothing else, it’s an easy way to archive this stuff before I forget it…

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Peter TaitWelcome