I've seen companies base their marketing qualification scores purely on website activity. If a lead signs up to download 9 of 10 pdfs they get scored as a 9 out of 10, that sort of thing.

Try this instead.

Get your leads on a call with one another. Let them talk to each other about the problem. Encourage them to share stories with each other.

Say welcome. Then be quiet.

You'll get a much clearer idea of which ones are qualified and how to score other leads.

#b2b #marketing #sales