Rich content : Some content scores higher than others
Posted: Sat Feb 22, 2025 8:13 am
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.
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.