Lead scoring is a sure way for your business to catapult your sales and increase the effectiveness of your marketing ventures.
A recent research by HubSpot has shown that 79% of B2B marketers have not invested in lead scoring. Did you know that if you have a lead scoring system in place, it will make it much more simpler to prioritize prospects, get more sales and also make better use of your resources. Investing in a CRM (customer relationship management) system is a sure way for your company to not only track, compile and maintain relationships with customers/prospects, but also help you to nurture leads and score them according to criteria that matters to your organization.
Let us take a closer look at what is lead scoring and how it can help your business.
What is lead scoring?
Every business has prospects, but if you do not have a way to categorize or prioritize them, you will be under the impression that all your leads are of the same quality. Here comes surprise. Not all of your leads are equal. Some here are leads just have a passing interest in your company, while there other leads that want to immediately buy your products/services. Research by HubSpot has shown that only a small 37 percentage respond to their leads within an hour, while 50% sales goes to the company who responds first.
Without a lead scoring system, you will be missing out on several sales opportunities. If you have your leads presented to you clearly, you can do a better job of reaching out to valuable prospects. Instead of running to dead ends, you will be able to prioritize calls that lead to actual sales. A lead scoring system will be a combination of demographic information and a user’s activity like visits to your website, ebook downloads or opening of email. You can quickly pass on qualified leads to your sales department, while asking your marketing department to handle the leads that do not meet your criteria.
The benefits of lead scoring
Lead scoring can catapult sales and increase marketing effectiveness. Once your lead scoring system is set up, you will see your sales team becoming more efficient and effective at their work. Your team will be able to reach out to the leads that matter to your business, versus wasting time on prospects with low value. You can be sure that your team will no longer be engaging in meaningless work.
Lead scoring will also have an impact on your marketing team. With your marketing team being able to target their marketing initiatives, they will be able to do a better job at finding and attracting the right perspectives.
With lead scoring in place, you will be able to see cohesion between sales and marketing. There will be improved communication between the two departments and better optimization between your lead flow and sales funnel.
Lead scoring will result in an increase in revenue for your organization. You will be wasting lesser time on prospects that will never close and be spending more time on converting qualified leads. With the improvements between sales and marketing, you will be in a better position to meet your business targets.
Outsourcing lead scoring
If lead scoring is not one of your skills, it is best outsourced to a professional service provider like Outsource2india. Our teal of experts can help you with Lead Nurturing, Lead Qualification, Lead Automation/Segmentation, Data-driven interaction and Customer Analytics to name a few. Start outsourcing lead scoring today and attract the right customers to your company. Find out more about our lead scoring services.
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