B2B marketers who follow a lead scoring model experience improvement in the quality of leads passed to sales, and enjoy increased close rates and revenues.
With this article, you’ll get to know what sales lead scoring is, its benefits, and how you can use it for your business to flourish.
What is lead scoring?
Lead scoring is a popular methodology in sales and marketing used to grade prospects against a scale that showcases ‘high-quality’ leads. Expert marketers are instantly discovering the impact of quality lead scoring on generating leads with higher chances of conversion, which is one of the critical things in today’s competitive marketplace.
Most of the marketers working today are evaluated considering the number of leads provided to sales. Majorly, most of the leads are passed to sales with an expectation that they will be called.
But, after a few calls, sales teams often determine that many of the leads from the passed ones are just ‘junk’. Junk leads are just ideal prospects that are not ready to convert.
And that’s where finger-pointing may start between the marketing and sales teams. And it puts sales teams under pressure as they have spent a lot of time with poor leads and not enough time for good leads.
Sales Lead scoring will change all this.
What numbers say?
We asked many of our current clients how they are enjoying lead scoring and what are the real benefits they have been receiving…
- 42% mentioned measurable ROI as their main benefit in the lead generation program.
- 38% named increased conversion rates of qualified leads.
- 31% said they have experienced increased sales productivity and effectiveness.
- 27% experienced a shortened sales cycle.
- 27% said better forecast and pipeline visibility.
- 19% named they have seen a better alignment of marketing and sales teams.
These are just some sales lead scoring examples of how our users have explored more opportunities in maintaining leads and transforming their lead generation.
Now we can catch up with real-life lead scoring benefits you can leverage for your business…
- Quality Lead Scoring Makes Lead Evaluation Process Easier
Utilizing an automated sales lead scoring platform will make it simpler to rapidly qualify leads based on pre-decided criteria. Quality lead scoring depends on the attributes and behavior of common clients, so there is a strong reason for the correlation. By using an automated cycle to rank each lead, marketing can easily figure out which leads require extra information and which leads are just ready to convert and buy.
- Lead Scoring Gives Detailed Information about Potential Leads
Quality lead scoring characterizes leads dependent on both social and demographic attributes, which offers sales and marketing a clear image of a lead’s needs and interests. This data is important while supporting and managing a lead through the marketing funnel.
- Lead Scoring Helps Your Relationship with the Lead Stronger
The better understanding of a lead’s needs and interests, the better marketers can customize the content that is provided to them, which makes the connection stronger. Providing useful information to leads before making a sale fortifies trust in the brand and creates trust. Providing relevant information or content is thought of as the lead scoring best practices.
- Following Lead Scoring Best Practices will Give Insights into the Lead’s Buying Process
Leads generated by marketing automation through the website are found at different stages of their buying process. Some could be in a research phase of their product or service, while others are about to make a decision. Lead scoring benefits you in interpreting where the lead is heading or currently on their journey. This helps you in taking the right follow-ups to convert them into a customer.
- Lead Scoring Helps Produce Better Quality Leads
Leads need to arrive at a specific rank which shows they are not only showing interest in a product or service, but they are ready to make the decision before they are passed on to the sales teams. Because of this systematic screening method, the odds of the sales team converting a lead can improve.
These are the five lead scoring benefits why so many business leaders are adopting sales lead scoring best practices and change the way they improve their business. Every organization wants to get a glance at how their potential customers are behaving and lead scoring does exactly that.
Checkout LeadX 360 if you are keen to improve the quality of your leads, know better ways to manage your leads, and empower your sales teams while converting leads for your business.