Lead Scoring, What is it? What is it for
Posted: Sun Dec 22, 2024 6:38 am
When we work with Inbound Marketing methodologies , the number of leads that come to us is very high, they come from different sources and with a different degree of interest. This is why not all leads are treated in the same way and not all are interested in the same thing and to the same degree. We have already said on different occasions that a Prospect , when he comes to us, does not always have the intention to buy or, if he does, he may not be ready yet or able to make the purchase. To differentiate and evaluate at what time and what degree of importance a Prospect has, a Lead Scoring strategy is established between the sales and marketing departments to know which and at what time these Prospects have to be passed to the commercial department.
Therefore, Lead Scoring is the process by cell phone directory philippines which we qualitatively determine a Prospect 's level of interest in our solutions and our own degree of interest in that Prospect.
After a good Lead Nurturing strategy and having all the steps of our Sales Funnel clear , as well as defining the possible workflows that a Prospect must follow in their information search process, our marketing and sales departments must agree on the value of each action, give it a numerical value and establish a classification that determines which Prospect or group of Prospects must be treated by the sales team and which ones must follow their path through our Lead Nurturing campaigns. Here is the key to a good alignment of Departments . As we said at the time, communication is basic and the development of a common strategy is essential. The success of these automated actions depends on it. The tool we use or the process we follow gives us a numerical value (Company Score) that tells us on our scale what the next step is. It is important to not lose cold leads over time and to not waste the time of our sales department with useless visits or empty Telemarketing actions.
Establishing a “scoring” system helps us differentiate prospects and allows us to apply the different strategies and workflows that we have previously designed with a higher degree or rate of success. It serves to classify the traffic that reaches our Site and our Landing Pages . An example could be:Lead Scoring Values Table
How do we set scores?
Based on our marketing plans, online marketing and inbound marketing and the workflows established for each client persona , we define an importance or value that we represent with a number between 1-100. We must be clear about what we are going to give more importance to; a web visit, a download, a form submission, a web query, an email opening...
Therefore, Lead Scoring is the process by cell phone directory philippines which we qualitatively determine a Prospect 's level of interest in our solutions and our own degree of interest in that Prospect.
After a good Lead Nurturing strategy and having all the steps of our Sales Funnel clear , as well as defining the possible workflows that a Prospect must follow in their information search process, our marketing and sales departments must agree on the value of each action, give it a numerical value and establish a classification that determines which Prospect or group of Prospects must be treated by the sales team and which ones must follow their path through our Lead Nurturing campaigns. Here is the key to a good alignment of Departments . As we said at the time, communication is basic and the development of a common strategy is essential. The success of these automated actions depends on it. The tool we use or the process we follow gives us a numerical value (Company Score) that tells us on our scale what the next step is. It is important to not lose cold leads over time and to not waste the time of our sales department with useless visits or empty Telemarketing actions.
Establishing a “scoring” system helps us differentiate prospects and allows us to apply the different strategies and workflows that we have previously designed with a higher degree or rate of success. It serves to classify the traffic that reaches our Site and our Landing Pages . An example could be:Lead Scoring Values Table
How do we set scores?
Based on our marketing plans, online marketing and inbound marketing and the workflows established for each client persona , we define an importance or value that we represent with a number between 1-100. We must be clear about what we are going to give more importance to; a web visit, a download, a form submission, a web query, an email opening...