Capture the Right Metrics

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Identify key traits of your best customers: Examine analytics, chat with sales, and poll customers to determine what patterns—demographics, behavior, engagement, etc.—your highest quality leads exhibit.
Weigh and assign values to those traits: Most lead-scoring models rank from 0 to 100 based on the importance assigned to each key attribute.
Set a threshold for each stage in your pipeline: Minimum thresholds allow sales (and marketing) to identify MQLs or SQLs quickly—and nurture them according to your sales pipeline stages.
Roll out your scoring criteria (in Close): Using “Bulk Edit” (or Custom Fields or Custom Activities), you can program Close to help streamline the lead scoring process.
Stress test and refine that process until you have the best criteria and approach. It’ll pay off in conversion rates and rep productivity. Guaranteed.

5. Follow Up, Follow Up
Did you know that 80 percent of sales require five follow-ups, but 44 percent of sales reps give up after just one attempt? Yikes.

So, in lead nurturing, be tenacious and keep following up until you hear a flat "no."

Whether via email, LinkedIn, or wherever you chat czech republic telegram data with prospects, maintain a regular follow-up schedule that’s easy to follow, designed to deliver more value, and that keeps you top of mind.

Automation (via a CRM, for example) helps alleviate the pressure on your team to track this outreach and leaves them prepared to close the deal—once that response comes in.

And the right follow-up templates can make it easier, too.

6. The right metrics will track your progress and build the foundation for iterating and optimizing your lead nurturing approach.

To start easy, track the number of marketing qualified leads (MQLs) and sales qualified leads (SQLs)—however, that’s defined for your business. The goal here is for a smooth transition from MQL