By Mikal E. Belicove|For Entrepreneur.com|June 21, 2011

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

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.

A lead-scoring model is a set of weighted criteria–characteristics of a purchase-ready website visitor are weighted according to how important each characteristic is. The idea is to use the characteristics of your best customers to find more customers like them.

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…

Continue reading How Do Your Sales Leads Measure Up?