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 schedule. E.g. high-quality leads could receive a phone call within 24 hours.
- Connect your CRM. Automate your lead-scoring data through your DRM to notify sales and marketing teams to contact leads.
- Frequently run a lead-scoring report to see if it matches your conversions.
- Clean up data from leads that did not convert.
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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...
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:
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