Rich content : Some content scores higher than others

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Every business should categorize leads throughout the lead nurturing process. Part of an effective lead management process is qualifying each interaction with a prospect, regardless of the methodology.

That’s why effective lead scoring models apply common criteria to quantify behaviors. This, in turn, guides the next action: whether that’s nurturing leads further or passing the prospect to sales.

Most importantly, lead scoring allows your teams to classify leads within the marketing funnel. This helps prioritize high-potential leads that urgently need personal contact from the sales team.

Our experts suggest creating a digital navigation trail of a potential customer’s behavior. This will make it easier to track your lead scoring. This trail can include:

Download quantity : may indicate a higher level of interest, which bangladesh mobile database leads to a higher score;
Key Account : A higher score is guaranteed when a preferred target becomes a potential customer;
Prospect Title : The prospect’s title can indicate purchasing power/authority;
Number of contacts in an organization : Multiple purchasing authorities may be present in a given organization.
5) Delivery of contacts
After qualification, it is necessary to transfer leads from marketing to sales. A project usually aided by automation.

An efficient lead management process means that both teams, marketing and sales, are equally responsible for the end result – more business. That’s why it’s important that the delivery of a QSO is based on what the sales team considers “qualified.” After all, a lead score alone rarely translates into the actual sales readiness of a prospect.

At this stage, it is important to combine lead scoring with the analysis of:

Budget,
Authority,
Need,
Time,
Adequacy and others.
This is essential to truly identify the viability of a prospect. For example, a lead may have a high score due to content downloaded or consumed. However, analysis of these scores and a personal phone call may reveal that the prospect does not have the authority to make a final decision. Or that the decision is part of a long cycle – something common in B2B . In this case, the lead would remain in the marketing funnel and continue to be nurtured until the right time for sales to take action.