Getting reliable, valuable lead scores in place take time. If you're trying to decide whether lead scoring should be a part of your lead management strategy, first consider the following signs that indicate you might want to hold off a bit.

There’s a major aspect of inbound marketing that often gets overlooked. The process of initially getting found online and generating leads is critical, but so is understanding and adapting to the needs of your leads after they have expressed interest.

Regardless of the vertical industry, product or service, price point, or length of the sales cycle, the formula of the four multiples is an excellent barometer to gauge your current lead-generation activities.

Commercial insurance isn’t a glamour game, but it certainly is a big-bucks game. Just ask John Parker, chief marketing officer of Zurich North America Commercial. His division accounted for $1.1 billion in operating profit last year. That’s a number many entire companies would be thrilled to have. As CMO, Parker is charged with bringing an old-line business into the digital-marketing age. Not a simple task, but one that Parker has jumped into with gusto.