When companies start with inbound marketing, their biggest concern is how to generate enough leads . As more and more leads come in, sales often complains about the quality and the work these bad leads cause them.
Time for a strategy or process that helps you better
allocate your resources, automatically prioritizes contacts, and identifies leads with a higher probability of closing. What is lead scoring?
Lead scoring is a process for evaluating afghanistan number data leads in order to identify those leads who actually have a purchase intent.
Explicit data can be used as evaluation criteria : This is information that leads themselves provide, for example when filling out a form.
Or you can use implicit data : This is information that leads leave behind when they use your website, emails or other channels.
With lead scoring, we want to ensure that how to successfully handle client objections sales doesn’t chase after every lead. Just because someone has downloaded a white paper from you doesn’t mean that they have any intention of buying. On the other hand, there are certainly leads for whom your offer is a perfect fit and who want to buy right now. You should contact these leads before your competitor does.
Proper setup and use of this method
can save time and resources – especially if you have a lot of leads to process, but also if
Here is a list of application areas:
Get an overview of all leads;
recognize the priority of a particular lead;
avoid leads being overlooked/lost;
ensure that the leads sent to sales are of high quality;
define how likely a particular lead is to become a customer;
shorten the sales process.
This article is about what data you b2c fax should pay attention to in order to identify valuable leads and how you can set up a lead scoring process using marketing automation software such as HubSpot .
How does lead scoring work?
We use HubSpot and can therefore explain lead scoring most easily using this example. HubSpot uses the following information to create a lead score:
Demographic information
information about the company
Interactions logged in the CRM
website analytics
marketing email interactions
form submissions
As already mentioned, the data collected can be explicit or implicit data. For example, an email interaction is implicit. But data entered by the contact themselves in the form is explicit.
Since there is so much information, it is essential to filter it properly. This is another reason why marketing automation software like HubSpot is so helpful.
The best way to do this is to divide the information into two categories: explicit contact information and implicit interactions.
Explicit contact information (all data that a contact has entered themselves):
number of website sessions
number of email “opens” and “clicks”
social media interactions
Number or type of form submissions (e.g. only newsletter or also contact request) .