The importance of lead scoring to small businesses

Is lead scoring important? Why every business should practice

When is a lead “qualified”?

At what point does a lead move from “being nurtured” to “be more proactive”?

A lot of marketing people still have trouble knowing.

When a sales person follows up on a lead that is minimally warm, the results will be hit or miss compared to following up on a lead that is very warm.

Lead scoring in simple terms is a tracking system for qualifying your leads. It is a process of assigning a numerical value that indicates if a lead is ready to be more aggressively pursued, to be nurtured or potentially to be discarded completely.

Marketing’s main focus has been to fill the pipeline with as many leads as possible. But it does not matter how many leads you have if they aren’t good leads. If they don’t convert.

How do you focus on leads that have the strongest level of interest?

Lead scoring.

Lead scoring may appear as a tedious process, and the benefits may not seem immediately obvious but you should be aware how other institutions grow using lead scoring.

The following are some of the benefits that your business will enjoy as a result of lead scoring

Higher Sales Productivity
With lead scoring, your sales people will not waste their time concentrating on lower quality leads. This will help your people invest their time in activities that will yield better results. By weeding out bad leads, a scoring system shortens your sales cycle to “more ready to purchase” and this translate to winning more business.

More Conversions
Lead scoring focuses on higher quality leads and any qualified lead is proofed by conversions. Lead scoring is effective at improving revenue.

Lead scoring makes it much easier to categorizing leads into broad buckets:

  • Pursue
  • Nurture
  • Abandon

And will greatly improve the productivity of your sales efforts.

So, Is lead scoring important? YES.

Learn more here…

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