Forget the ABCs of lead scoringIf your sales team loves your ABC lead-ranking system because it really works, good for you. Stop reading and get back to generating leads. However, if your hot-warm-whatever system is leaving the sales team cold, there is a better way. Lead scoring helps maximise sales resources to deal with numerous leads, including those needing immediate action and those needing prolonged attention. Lead-scoring systems let you assign point values to leads based on their behaviors such as:
To get started with leading scoring, here are four key recommendations:
Over time and based on detailed reviews of marketing efforts, you'll determine the right system that brings sales results, as well as the trust of your sales team. About Lisa CramerLisa Cramer is chief sales and marketing officer for FirstWave in Atlanta, Georgia, US, providing on-demand marketing automation solutions that generate, score and nurture leads for B2B marketers. For more, go to www.firstwave.net, or call +1 678 672 3102. View my profile and articles... |