Lead Scoring Strategy: Fuel Your Sales Funnel with High-Quality Leads
In fact, MarketingSherpa has stated that around 73% of all B2B leads are not even sales-ready. Implying that leads will enter into the buyer’s journey at different stages. More specifically, they will require different information, content, and communication in order to successfully convert them.
Make your marketing efforts count!
But, before you begin developing a lead scoring strategy, you must understand what it is and why it’s important.
What is Lead Scoring?
1. The actual level of interest and engagement they show in your business.
2. Their current place in the buying cycle.
3. And, their fit—in regards to your business.
Why is it Important?
All-in-all, lead scoring makes your entire business more dynamic and aligns the many different teams within your organization. Likewise, it helps streamline, simplify, and improve many processes that contribute to bottom-line results.
But wait, there's more!!
Let’s take a look at these six steps to creating an optimal lead scoring strategy for your business!
6 Actionable Steps to Creating a Lead Scoring Strategy
1. Develop Your Buyer Personas
To develop a buyer persona you must break down your audience into segments based on similar identifying attributes and features. By analyzing the demographics of your leads, you’ll generate a clear outline of what characteristics correspond with conversions.
Different demographics of a lead can include:
2. Determine Your Ideal Targets
3. Create a Detailed Point System
Allocating the Right Points to the Right Actions
Utilizing Your CRM System
4. Assign Point Values and Responsibilities
When done correctly, you’ll end up with a well-balanced system that gives proper weight to various factors. Meaning the system won’t score leads higher solely because they match your target market or display higher engagement behaviors.
The purpose here is to establish a unified sales process that begins when a prospect enters the funnel.
5. Establish a Sales-Ready Threshold
Setting thresholds is crucial. It helps determine whether or not a lead should be set aside for further nurturing or tossed altogether.
6. Assess and Evaluate
Don’t be surprised if you test your strategy multiple times before arriving at the most suitable model. For the most part, if more high-scoring leads than low-scoring leads are converting, then you are on the right path.
Lead Scoring is a Powerful Tool… Start Reaping the Benefits Today!
If you’re ready to leap into the world of lead scoring but you’re not sure where to start, let’s talk!
How can we help you?
[Contact us directly at (612) 455-7100 or toll-free at (888) 326-6118]
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