How Managing Leads Can Pump Up Your Pipeline

Discover the lead-management challenges B2B marketers face and the factors that lead to success. This comprehensive, commissioned study conducted by Forrester Consulting on behalf of Silverpop provides marketers with the steps to take to tackle the lead-management process and minimize the time spent between initiating lead-management improvements and gaining positive, measurable returns. Gain insights into effective tactics, including:

• Profiling and targeting - learn who your best customers are
• Lead scoring - model how scores change in response to specific events or triggers
• Content - determine what's needed at different stages of decision-making
• Nurture early-stage buyers - engage potential buyers successfully

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