Saving time and effort all while maximizing value and revenue sounds great, right? Well, that's exactly what a proper lead scoring strategy can do for your marketing and sales. Lead scoring prevents your sales team from chasing leads that have no real interest in buying, so that truly qualified leads don't slip though the cracks.
Lead scoring is all about putting effort into high quality leads who are at the right point in their buyer's journey and are ready to actually make a buying decision. So if you're ready to make the most of your sales team's time and effort, here's what we're talking about. . .
This blog post is part of “Your Definitive Guide to Lead Nurturing” blog series.
“Lead scoring doesn’t just tell you when you should send customers certain items based on interest. It also tells you when they’re not worth saving.”
Whether you are brand new to lead scoring or you have a strategy of your own already, let's check and make sure you're on the right track for turning leads to business. Here is a beginner's guide to lead scoring which details the basics of why lead scoring is so important in today's world, as well as giving specific step by step suggestions for the best practices in lead scoring from beginning to end.
“You should also find ways to correlate the lead score to won revenue to reinforce to sales that scoring does work and tune up aspects of leads scoring every quarter.”
Sure, saving time and effort is great, but you know what is even better? Increasing revenue at the same time! If you are curious to know how lead scoring goes beyond simply streamlining your marketing and sales cycle and actually increases your revenue, take a minute to check out this article.
“Dirty data is a rampant problem. Twenty-five percent of the average business-to-business database is inaccurate, according to a study by SiriusDecisions, and 60 percent of businesses reported “unreliable” data health.”
Lead scoring may be a fairly new concept to some of us, but it has been around long enough to start learning from others' mistakes. While no lead scoring strategy will be perfect, check out this article to learn about some of the most common scoring mistakes, like ignoring score inflation, and how you can avoid them in the future.
“What a lead does on your website says a lot about their level of interest in spending money with your company. Is a lead visiting your About Us page? Big whoop ...”
As previously mentioned, lead scoring is all about getting quality leads to the sales team at the right time in order for maximum conversions. In order to do this, however, we need to know how to give a lead the most accurate score based on many factors. Here are 13 criteria, such as lead source and email activity, you should consider for each lead score for the highest possible conversion rates.
In this short podcast, Patel and Siu discuss many aspects of lead scoring and the process companies will go through when implementing a scoring strategy to turn leads to business. Listen to learn when it is time to start a reengagement process (addressing problems and targeting specific content to specific leads), when it is time to drop a lead due to lack of interaction or engagement, or just to check and see if you're currently on the right track.
“42 percent named measurable ROI on their lead generation program as a main benefit.”
Calling all skeptics!!! If you're doubting how lead scoring works or how turns leads to business, you've come to the right place. Here are the exact numbers and trends seen by an extensive survey tracking lead scoring efforts. Check it out to see just how much of an impact lead scoring has made on ROI and overall success.
If you understand the “why” of lead scoring but still aren't grasping the “how” of implementation, have no fear! This detailed and comprehensive video uses specific examples and scenarios in what is essentially a step-by-step walk through of how to start lead scoring.
Lead scoring will help you move the needle on the metrics that really matter. Curious what those metrics are? Get Your Essential Marketing Metrics to discover what reporting your boss actually cares about.