Modern Guide to Lead Qualification

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.

Read now
lead-qualification-guide-cover

What's inside

1

Chapter 1

Introduction

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

2

Chapter 2

Lead scoring basics

An overview of lead scoring concepts that are central to scaling

3

Chapter 3

Right-size your lead scoring

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

4

Chapter 4

Examples of lead scoring models

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

5

Chapter 5

Lead scoring in practice: data and tools

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

6

Chapter 6

The human in the lead score

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

7

Chapter 7

Lead routing basics

What good lead routing systems look like

8

Chapter 8

Right-size your lead routing

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

9

Chapter 9

Lead routing in practice: tools and owners

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

10

Chapter 10

Designing the best buyer experience

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

11

Chapter 11

Lead qualification lessons

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

Join our newsletter

Engaging stories and exclusive data, designed for our best customers. One useful issue each month.