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Lead Scoring Explained

Lead scoring considers a buyer's explicit information (what they say about themselves) and implicit behavior (what content they open) over time to determine a score.  The scores can be based on levels of relevance associated with each type of behavior.  The following shows the power of lead scoring based on a drip campaign that offered a white paper.  Clearly the first lead expressed more interest in the topic offered and advanced along the buying process. ...   More »
  
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