{"id":1484,"date":"2019-11-20T08:02:30","date_gmt":"2019-11-20T08:02:30","guid":{"rendered":"https:\/\/c1mdevsite.com\/360consultingdfw.com\/?p=1484"},"modified":"2019-11-11T19:54:11","modified_gmt":"2019-11-11T19:54:11","slug":"how-lead-scoring-can-get-your-business-ahead","status":"publish","type":"post","link":"https:\/\/c1mdevsite.com\/360consultingdfw.com\/how-lead-scoring-can-get-your-business-ahead\/","title":{"rendered":"How Lead Scoring Can Get Your Business Ahead"},"content":{"rendered":"
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You want the highest conversion rate potential for your business. And this means appealing to as many qualified leads as possible. A great sales process<\/a> will help you every step of the way \u2014 from lead generation to closing the sale. When you\u2019ve got plenty of leads in your sales funnel, however, it\u2019s time to get smart about your lead management process. Not all leads are created equal, and those at different stages of readiness to buy require different types of nurturing to lead<\/strong> them along the sales funnel. This is where lead scoring comes in.<\/p>\n

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What Is Lead Scoring?<\/strong><\/h2>\n

We\u2019ve spoken briefly about lead scoring in our previous post about a lead process<\/a>. It\u2019s an important part of the lead management process and works as a measure of the sales readiness of your leads. It\u2019s a scoring system that assigns a value to each lead based on a set of criteria. These criteria determine how ready a lead is for a sale.<\/strong><\/p>\n

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Why Is It so Useful?<\/strong><\/h3>\n

Lead scoring is useful primarily because it increases the efficiency of your business. It bridges the gap between the marketing and sales teams<\/a> and provides data that better informs your marketing strategies.<\/p>\n

Your marketing teams will be able to prioritize leads that are almost ready to be passed off to the sales team,<\/strong> making their efforts more efficient. As we\u2019ve said before, you\u2019ll also be able to use appropriate nurturing campaigns for different types of leads. Naturally, leads that have gone cold will respond to different types of input than leads that are nearly ready to buy.<\/p>\n

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Essential Lead Scoring Models<\/strong><\/h2>\n

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Demographic and Company Data<\/strong><\/h3>\n

These are the most basic types of data when it comes to defining a target audience, but there are some effective ways to apply it to lead scoring for B2B marketing.<\/strong><\/p>\n

A key part of any lead scoring method is to also assign negative scores. If there are some demographics you simply don\u2019t sell to,<\/strong> such as people who live too far away or companies too small in size, you\u2019ll probably want to assign them a negative score.<\/p>\n

An instance that could dictate assigning extra points is if the lead provides optional demographic information in a form when they don\u2019t have to.<\/p>\n

Asking these key demographic and company questions will lead to their scores:<\/p>\n