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How Do Your Sales Leads Measure Up?

Here are a few ways to check the effectiveness of online business generation by developing a lead-scoring model.

This story appears in the July 2011 issue of Entrepreneur. Subscribe »

Your online marketing efforts may be helping you rack up a lot of leads--but how do you know if all that work is bringing in the right kind of potential customers?

For that, you need a lead-scoring model. Lead scoring ranks leads generated from your website according to their purchase readiness. The exercise helps you move purchase-ready visitors to the front of the line and resource-wasting window shoppers to the back.

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