To effectively pursue long-term sales opportunities, you need a sufficient number of sales-ready leads. But identifying and qualifying them is not an easy task, and the only effective method for obtaining sales-ready leads is lead qualification. As Marketing Sherpa notes, many marketers are still in the process of implementing lead qualification techniques into their daily operations. However, this group of activities can increase marketing ROI by 77%.
Lead qualification requires critical thinking. Based on the scores you receive, you can determine which contacts are hot, warm, or cold, thus identifying the people who are ready to be actively “worked on” by you.
Unqualified leads will simply eat up a sales rep's time. Vantive Media CEO and blogger Chuck Schaeffer says lead scoring can be an accurate indicator for when to engage, and basing the process on multiple brazil phone number data factors (numerical and relative scores) elevates its effectiveness to a higher level.
However, before you dive head-on into Multiple Lead Scoring or Account Lead Scoring, you need to understand the basic approaches of the discipline itself, which can vary depending on the criteria and strategies of different types of businesses.
B2B Lead Generation: Less is Better, but More Qualified
Getting Started: Scoring Based on Company Information
For B2B companies, it’s especially important to have knowledge about the client — business size, number of employees, industry, revenue, and target market. To get this information, feel free to add relevant fields to your lead forms. You can also find these details on the client’s website and professionally-focused social media (such as LinkedIn).
How to assign points?
Take a basic scale, say 1 to 10. Using that, you can add and subtract points based on the information you gather and the behavior of the lead. If you’re a SaaS company, your target is small and medium businesses. That means you’ll be looking at companies with 10 to 500 employees, in any industry, with $1 million to $5 million in revenue, and working with the technology you sell. Based on that, you’ll add 5 points to a company with 10+ employees, but subtract 5 points from a company with 1,000+ employees. So you’re adding and subtracting points based on the criteria you’ve chosen.