Nate Kristy says, “For any company, regardless of size and category, an integral part of the sales cycle is the ability to understand where your prospects are in their buying journey – that is, how likely they are to making a purchase.

One effective method for ranking your prospects based on likelihood to purchase is “lead scoring.” Lead scoring is likely something you’re already doing, at least informally, without even knowing it. How do you prioritize which leads to respond to first? Which to follow up with? Which get a certain promotion or message? At the fundamental level, the factors you consider behind these decisions are the same attributes you would include in your lead scoring model.

Like many marketing processes today, lead scoring can be automated to make your sales and marketing efforts more efficient and better performing. Automated lead scoring is the process of assigning a numerical score to each prospect based on their various actions, such as visiting your website, opening an email, downloading an eBook or completing a form.

With online technology tools today, marketers can now categorize and segment leads in their CRM systems by this score and use this assessment in building out marketing campaigns and messages to nurture them through the decision-making process”.

Grading Your Prospects? How Lead Scoring Helps Small Businesses Prioritize Sales and Marketing

Business.com

Sharing is caring