Lead scoring can seem daunting at first but will become invaluable in your quest to generate sales qualified lead. We all know that lead aren’t created equal and that most web visitors downloading case studies and whitepaper are not ready to buy. So how do gage when someone is qualified for sales? This is where lead scoring come in.
Lead scoring as its name implies allows you to associate a score to each individual leads based on different criterias. Criterias can be both demographic (state, country, title…) or behavioral ( # of site visits, type of downloaded content…). The score can be based on any range (0-100 or 0-1000…) The important thing is that the range stays the same and that your point attribution is aligned with your range.
Here are 7 steps to creating your lead scoring system
As you can see lead scoring itself is not complicated. Getting your recipe straight will however take more time and effort. Lead scoring will not be perfect when you start but stick with it, review it and refine it and you will see the benefits of lead scoring.
When building a database, the information that you store must be considered as the first raw material and not as an end in themselves. At a first glance, a list of names, addresses and telephone numbers is, generally, not much in itself. Incidentally, one is […]
PUBLITRAC relational marketing platform users can benefit from many tools allowing lead segmentation and in depth knowledge on those particular leads. With PUBLITRAC, you can assign a score to all of your leads’ consumer behaviors, which will help you focus your efforts on the […]