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Articles tagged with: redefining lead scoring

Closing Leads: the challenge of marketing automation
Friday, 17 Jan, 2014
Closing Leads: the challenge of marketing automation

Marketing automation works. By saying the right thing, and offering the right content, touching the right demographic in the right market, we can bring in more leads than we ever dreamed possible.
But are they leads? Or are they just names?
How do you know the difference between what name is worth spending time one and one […]

Contact sheets: are they gathering the right data?
Friday, 6 May, 2011
Contact sheets: are they gathering the right data?

Are your contact sheets giving you the sort of data that helps you discover – and close – the right leads? Are you depending on the data from your contact sheet/lead scoring to find your prospects?
I recently asked 15 colleagues to define what a good contact sheet should reveal. I got 15 different answers. So […]