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How to build a lead scoring model
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:
- Demographic and firmographic (location, industry, company size, job title).
- Behavioural data. How the lead visits your website, start a free trial, etc.
- Email engagement.
- Social engagement.
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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Lead scoring
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...
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How lead scoring works
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 disc...
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Benefits of lead scoring
Benefits of lead scoring include:
- Increased sales efficiency. Your sales team can spend more time in closing sales qualified leads (SQL).
- Lower customer acquisition costs.
- Improved conversion rates. Your sales team can ...
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Lead scoring best practices
- Keep the lead scoring simple. Too many data points can make leads look too similar.
- Decide on processes. It's standard to follow up with a marketing qualified lead (MQL) and use drip email to look after the leads.
- Define a follow-up s...
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