Without careful ranking of leads, focusing on their quantity rather than quality, sales efficiency decreases, advertising campaign costs increase, and a significant gap is created between the processes in the marketing and sales departments.
To generate qualified demand, technologies are needed that implement the following actions: regular qualitative assessment of leads; analysis of potential clients and their division into classes; development of a methodology for growing leads into actual buyers; creation of indicators that quantitatively evaluate the contribution of marketers to the work of the sales funnel and closing deals.
Mutual ranking of leads and alignment of their entire flow
This could serve as a basis for developing a separate set of rules for this company, including those concerning responsibility and the role of business.
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2 types of lead scoring
In the process of lead czech republic email list evaluation, marketers work with two types of information received - explicit and implicit. The former uses data received directly from the client or from another immediate source. Implicit information is formed as a result of observing the behavior of the target consumer on the Internet.
Combining the two methods of obtaining data results in a real understanding of the value of both the client and the business.
Source of information Implicit Explicit
Behavioral factors User actions on the Internet The set of the BANT complex: budget B (Budget); authority A (Authority); needs N (Need); allotted time T (Timeline)
Demographic factors Geo-information about the user, as well as qualitative data Demographic statistics obtained through special forms or directly entered