Lead Scoring: Nobody’s using it!
Nobody might be a bit of a stretch – but lead scoring is not as prevalent as it should be in businesses. Did you know that 50% of leads are qualified but not yet ready to buy? And that only 25% of incoming leads are legitimate and worth advancing to sales? So, why do 61% of B2B organization send all their leads directly to the sales team? 56% of organizations are using a method to verify a lead before passing those leads onto the sales team, but only 21% of organizations have implemented a defined, repeatable lead scoring system for this task. The comprehensive Guide to Lead Scoring gives you the info, tools, and strategies that you need to put together a winning lead scoring process. You can download the entire guide in an easy to read PDF format here today – get started being more efficient and more profitable with our lead scoring methods right now.
Reasons for Lead Scoring
A study of 10 B2B organizations found that lead scoring systems resulted in 30% higher deal closing rates, an 18% increase in company revenue, and a 17% increase in revenue per sale. According to Aberdeen Research, companies that get lead scoring right have a 192% higher average lead qualification rate than other companies.
How to Score Leads
Scoring leads on buying signals can help yo ugauge the interest level of each lead with strong, unbiased data. You will be able to rank leads and purseu the ones that are most likely to turn into sales, which makes your entire process more effective. Here are some metrics you can collect on visitors and use to score leads:
The landing page they come to your site on shows which topic was a priority for the visitor.
Link clicks can show where the lead is at in the buying cycle.
Webinars watched by visitors tell you what topic they want more information on.
If the pricing page is viewed, for instance, this may mean the prospect is more sales-ready.
Videos viewed give a good idea of the topics of interest and the buying stage.
Searches within the site tell you the priorities and interest of the prospect.
What they are downloading helps identify the stage of the buying cycle.
Natural searches give a good idea of the leads priorities and interests.
These can slightly indicate any interest from your lead.