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Lead scoring helps prioritise top leads, increase conversions, and improve communication between the sales and marketing departments.
Lead scoring is used to rank potential customers using criteria to identify which leads are ready to purchase. As a result, lead scoring can decrease customer acquisition costs and increase revenue.
Lead scoring requires specific criteria assigned a number value. A basic measure is BANT (budget, authority, need, and timeline.)
Consider the essential factors from conversion sources and the critical areas that prevent leads from making a purchase. The total a lead gets will help you discover a conversion point threshold. Use the data to connect to your preferred customer relationship management (CRM) software.
Benefits of lead scoring include:
Turn buyers into buyer personas using existing sales data and observations. Separate your leads into converted leads and dead leads. Then use the lead-scoring criteria to rank all your converted leads.
Main lead scoring categories:
Do some testing to see which criteria most likely lead to a sale. Take the lowest score of a lead that became a customer. This is your lead score threshold.
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