It’s true. I’ve hooked up with Pardot, Eloqua, Marketo and many other Marketing Automation platforms.

One of the hallmark traits of all these offerings is their ability to score (or rank) their contact database based on on-line activity.

Prospecting doesn’t have to be a numbers game. Sure, if you call or e-mail enough people with the same offer, a small percentage will engage with you. You’re bound to get something.

… but why? Especially when these platforms will tell you who’s checking you out, how many times, what their interests are and how close they are to wanting an engagement. This isn’t a numbers game, it’s a relevant courtship.

People will tell you who they are and what they want. You just have to listen and reach out when the timing is right. This will likely result in a much more rewarding relationship with your client, anyways. Otherwise, why waste your time when someone just isn’t ready or is never going to be interested in what you have to offer?

A good scoring model will help your company do all of this and more. Check out what some of the below platforms offer in this regard:

Pardot: http://www.pardot.com/scoring-grading-lab/
Marketo: https://www.marketo.com/resources/lead-scoring/
Eloqua: https://www.oracle.com/marketingcloud/resources/lead-scoring.html

Don’t see your platform or looking for help on how to get started? Let’s talk.

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