The Evolution of Lead Scoring: From Rules Based to Predictive

July-22

Predictive Lead Scoring has quickly become the weapon of choice for demand gen marketers hoping to improve conversion and win rates. But do the business benefits of a predictive approach really trump those of traditional, rules–based scoring? Attend this webinar to learn how powerful predictive models combined with thousands of account level buying signals can reduce the number of leads passed to sales while dramatically increasing conversion. Hear how DocuSign addressed the curse of abundance at the top of the funnel to increase conversion from opportunity to closed/won by over 30%. By implementing predictive scoring they were able to identify the key predictive attributes that make leads likely to convert and have been able to dramatically improve inside sales productivity and effectiveness. This session will answer the following questions:

How to determine if predictive marketing technologies make sense for your business.
Things to consider when exploring predictive lead scoring solutions.
Process considerations, change management and avoiding implementation obstacles.
How traditional, rules-based lead scoring works together with predictive scoring to drive better results.