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As my demand generation team and I work on lead scoring, there are many things we have to consider: What explicit and implicit behaviors to score, as well as creating new behaviors in the business developers.

Our business developers are used to getting marketing leads where people have expressed a “need.” With lead scoring they are going to get demographically qualified leads that have provided “clues” to their level of interest or need based on digital body behavior.

This is more important because we will be engaging executives earlier in the buy-cycle and will have to be prepared with programs and tactics that nurture them along.

4 thoughts on “Lead Scoring Requires Sales to Work the Lead

    • I am a trained copy writer but not a journalist. Journalists worry too much about grammar; I tend to ignore that and concentrate on the content.

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