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The Scoring Imperative

The Scoring Imperative



Buyers have always given sales subtle clues about their buying disposition – a raised eyebrow, crossed arms, deferring glances. However, in today’s online world, these clues come in the form of web site visits, content downloads, blog posts, etc – their digital body language. Marketers must now learn how to interpret this new digital language to develop predictive models that reveal, rank and categorize the most qualified buyers – we call this lead scoring.


Company:

Eloqua

Topics:

Marketing

Type: White Paper
Date:11/15/09
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