The Keys to Identifying More Sales-Ready Leads: Lead Qualification and Scoring

If you need to identify more qualified, sales-ready leads for your salespeople, reps, resellers or distributors to follow up and turn into sales, you can’t afford to miss this information-packed, one-hour session. This session includes specific examples, ranging from simple to sophisticated, of lead qualification and scoring methodologies successfully used by small, medium and large companies to get the job done right.

By attending, you’ll learn:

• The four major sets of criteria you should use for determining if leads are qualified or sales-ready:  Firmographics, demographics, behavior, and answers to qualification questions
• What BANTS means, and how it applies to lead qualification
• How to get agreement between sales and marketing on what defines a sales-ready, qualified lead
• How to develop a simple, yet flexible, numerical scoring system that assures that your leads are properly managed until they are determined to be qualified, sales-ready leads
• Plus you’ll get access to Mac’s Lead Qualification and Scoring Spreadsheet, and sample list of qualification questions to help you get you started

M. H. (MAC) MCINTOSH
President
Mac McIntosh, Inc.

Mac is President and Principal Consultant of B2B Sales Lead Management Consulting Firm Mac McIntosh Incorporated, and Founding Partner of B2B marketing automation services agency AquireB2B, Mac specializes in helping companies generate more high-quality B2B sales leads, nurture, qualify and convert them into sales, track and measure results, and prove a favorable return on investment.

Mac’s clients include small, medium and large companies in USA and Canada as well as some of the largest, global enterprises, such as Epson, Intel, GlobalSpec, Microsoft, NEC, NSK, Siemens and Sigma-Aldrich.  Mac is also a highly regarded speaker on B2B marketing, lead generation and sales subjects. He's the Publisher of Sales™Lead Report®and B2BMarketing Technology Insights™ e-newsletters with over 20,000 B2B marketing, lead generation and sales professionals as subscribers, and Sales Lead Insights®, his award-winning blog. Mac has been included in Sales Lead Management Association's "Top 50" for three years in a row.