Episode #26

David Lewis

In this DemandGen Radio episode on lead scoring, David Lewis teaches you another of five principles of successful lead management. He explains everything you need to know about lead scoring so you know whether you should be scoring your leads and how to go about building a scoring model and collaborating with sales in the process:

You’ll learn:

Should you be scoring your leads in the first place
An overview of the various types of scoring models
What it takes to implement an effective lead scoring system
How to establish the criteria used in a scoring model
The benefits of creating a lead scoring task force
Lead scoring dos and don’ts
What criteria you can use in an interest model
The benefits of a multi-dimensional lead rating system
The role lead scoring plays in changing statuses between inquiries and marketing qualified leads
How to create service level agreements (SLA) with sales
Marketing automation and CRM implementation considerations
The importance of maintaining your lead scoring system
Whether you should bring in an outside agency to help with the process

For more DemandGen Radio podcasts, visit demandgenradio.com

About the Author

For more than 20 years, CEO David Lewis has been a pioneering innovator in digital marketing, and has overseen marketing for some of Silicon Valley’s leading technology firms. David and his team at DemandGen have been at the forefront of the transformation taking place in marketing by helping 100’s of the top sales and marketing teams around the world incorporate marketing technology to drive predictable and sustainable growth. David is an accomplished speaker, thought leader, host of DemandGen Radio, and author of the #1 book on lead management Manufacturing Demand.
More Content by DemandGen

Episode #27

David Lewis invites Doug Bewsher to provide marketing advice, speak on analytics, and talk about the curren...

Episode #25

David Lewis takes you on a deep dive into why you should define and operationalize a Demand funnel and how ...

Episode #26

About the Author

Previous Article

Next Article

Episode #26

About the Author

Previous Article

Next Article

Most Recent Articles

In this episode, Alan shares advice for how marketers can grow revenue by operationalizing their lead management process.

In this episode, Ryan Johnson shares what marketers should start, stop and continue doing in 2023 to support revenue-driving demand generation strategies.

How can marketers ensure they get credit for all their hard work? In this episode, David shares what it takes to become a revenue marketer, and how marketing analytics can get you there.

In this episode, David shares why It’s critical to pay attention to the right metrics that show the value of your marketing team. Marketers must demonstrate how they are contributing to revenue...

In this episode, David provides tips and action items for anyone looking to form a new marketing department and looks back at the accomplishments of his own marketing team.

In this episode, Zakk and David discuss how they went from computer geeks to marketing geeks, and why it’s so important to do what you love.

In this episode, David interviews Ben Bloom, Vice President, Analyst at Gartner. Ben shares the recent survey results and why it’s so important for marketers to prioritize a technology assessment.

In this episode, Kirstie shares how she has learned to take risks and embrace her innovative mindset all while building the confidence needed to bring new ideas to the boardroom.

Customer experience is a main driver for growth. In this episode, David interviews Traci Michel, Chief Operating Officer at Metro Credit Union. In her 14 years at Metro Credit Union, Traci has...

In episode one of our Recession Resilience Miniseries, we explore what it means to ramp up marketing during a downturn. David Lewis dusts off a past episode that was recorded during the height...

In episode two of our Recession Resilience Miniseries, we talk about the importance of proving marketing’s contribution through the use of analytics. David Lewis dusts off a past episode with D3...

B2B marketers are under more pressure than ever to target and track their audiences. In this episode, David interviews Nirosha Methananda, VP of Marketing at Influ2. Nirosha shares how her team...

For most companies, the focus is all about finding new logos. But as the old saying goes: “It’s cheaper to keep ‘em.” In this episode, David interviews, Senior Strategic Advisor, Randy...

Sometimes the technology you purchase just doesn’t cut it. Today’s guest learned that lesson the hard way, which inspired him to create the review based, software buying guide, TrustRadius. In...

Marketers focused on e-commerce have a lot more to worry about than just what’s in their customer’s shopping cart. In this episode, David interviews Kate Federhar, Director of Digital Operations...

Approximately 85 percent of customers are willing to pay more for a better customer experience, and that experience doesn’t end once a prospect becomes a customer. In this episode, David...

If you want to advance your career, find out what it takes and then do it. In this episode, David interviews one of the original members of the DemandGen team, Rob Meo. Rob now serves as the...

The key to being successful in any organization is the people. In this episode, David interviews Danielle Balestra, Director of Marketing Technology and Operations at Goodwin. Danielle shares how...

In the third and final episode of this re-released series, Carlos Hidalgo and David discuss importance of customer expansion and maintaining a strong customer experience. Listen as David and...

Brand identity goes beyond a logo and a name. It’s a promise of the value you are going to deliver to your customer. In this episode, David interviews Triniti Burton, Co-Creator at Doorway Creative.