Score Your Leads to Identify Sales-Ready Opportunities
A well-executed lead scoring program enables you to assess an individual lead’s stage in the buying process and sales-readiness.
“Top performing sales and marketing organizations are 80% more likely than their peers to use lead scoring and prioritization techniques or technologies.”
~ Aberdeen Group
Lead scoring enables you to more effectively track the results of your lead nurturing campaigns and identify emerging “sales-ready” leads. As leads increase in score, it’s an indicator that they are warming up and getting closer to becoming sales-ready. Lead scoring will help sales and marketing to recognize when it’s time to start getting more proactive, using multiple modes of communication to reach out to high scoring leads with high-touch campaigns that highlight specific offerings.
It’s important that your lead scoring process is not done in a vaccuum. Both Marketing and Sales should develop your lead scoring system together. Agree as a team how to weigh different types of responses/actions and set a number for when a lead is sales-ready.
PropelGrowth can help you nurture your leads that aren’t yet ready to buy, and work with you to develop an appropriate lead scoring system for each of your campaigns. We’ll also run high-touch opportunity generation campaigns to generate a steady stream of sales-ready leads for you.
And for more tips on lead scoring, lead nurturing and opportunity generation, download our “Top 10 Tips for Converting Leads to Opportunities” now.
