Amanda Nelson
According to Lattice Engines, over 44 percent of marketers are using lead scoring. Chances are, you’ve heard about lead scoring. It’s the process of measuring the engagement your prospects show for your content, apps, sites and even sales outreach. If you nurture these leads with content, and score their engagement, they’ll stand a better chance of becoming customers in the future.
A rising lead score could indicate a sales-ready buyer (a marketing qualified lead), which will help your sales team with lead prioritization. Lead scoring will help your sales team use their time more effectively, and can increase their win rate by focusing on higher quality leads from the beginning.
Varying lead scores can mean different things to marketing teams. For example:
- A zero lead score typically means no engagement at all. That’s usually a sign of either no interest or bad data, such as the wrong email address.
- A slowly ascending lead score can signal promising leads that might respond to the right promotional offer.
- Quickly rising lead scores can indicate that an immediate handoff to sales is needed.
- A rising score could indicate a lead that’s ready to give you a glowing testimonial.
Ready to build a lead scoring hierarchy of your own? Or perhaps you have one in place that needs a refresh? While everyone approaches lead scoring a little bit differently, this infographic, created in partnership with SnapApp, gives you a great place to start.
Get started with your lead scoring program using Salesforce in this free ebook.
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