From the course: Lead Generation Foundations (2019)

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Lead scoring

Lead scoring

From the course: Lead Generation Foundations (2019)

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Lead scoring

- How do you know when a lead is ready to buy and it's the right time to follow up? Let's say you're considering replacing an aging appliance. You do some initial research but hold off on the purchase for now. The next thing you know, a salesperson contacts you, but you don't welcome that call because you're not ready to buy. But if the salesperson does know when you're ready to buy, that would be the right time to call you. You can do this by lead scoring. This is a process to identify when a lead is ready to buy, and assigns a value to that lead based on the information you've collected, maybe from a contact form they filled out, or their behavior on your website. The first step to lead scoring is to define what a qualified lead means with your marketing and sales teams. This will get everyone aligned on the qualifying criteria. With lead qualifiers the marketing team may provide fewer, but higher quality leads. Sales will only receive high quality leads, and work more efficiently…

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