Modern Guide to Lead Qualification

Learn how to build a B2B SaaS lead qualification system that drives revenue with lead scoring and routing frameworks, tools, and best practices for your company's stage of growth.

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What's inside

Chapter 1

Introduction

What's in this guide and a quick glossary of terms

Chapter 2

Lead scoring basics

An overview of lead scoring concepts that are central to scaling

Chapter 3

Right-size your lead scoring

Lead scoring maturity benchmarks and how scoring systems evolve to fit growing companies

Chapter 4

Examples of lead scoring models

A sampling of real-life B2B SaaS scoring methods, from basic to advanced

Chapter 5

Lead scoring in practice: data and tools

The data attributes, tools, and resourcing questions that go into building lead scoring systems

Chapter 6

The human in the lead score

Behind the scenes: what we learned at Clearbit about getting lead scoring right

Chapter 7

Lead routing basics

What good lead routing systems look like

Chapter 8

Right-size your lead routing

Lead routing maturity benchmarks and when you're ready for a dedicated routing platform

Chapter 9

Lead routing in practice: tools and owners

The tools, operational mindset, and ownership of lead routing systems

Chapter 10

Designing the best buyer experience

What happens after the score: from lead qualification and routing to go-to-market orchestration

Chapter 11

Lead qualification lessons

Mistakes to avoid and takeaways from practitioners in sales, marketing, and revops in the Clearbit community

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