When it comes to either marketing or sales funnels, having a good number of leads is a necessity. Your sales results depend on the number of qualified leads you collect. Although not in all cases, the quality of leads takes precedence over the number of leads sometimes. This difference will show up in the rate of conversions. For example, if you have 100 leads but only two got converted from them. It won’t look good, right?
So, how can you overcome such a situation? Your simple solution is Lead Scoring. Define your leads and score them according to the demands of leads while aligning the requirements to your products and services. It allows the sales and marketing teams to place them at the right stages of the funnel.
Let us go through the importance of lead scoring and how it can get you better business; gain higher conversion rates and ROI.
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How Lead Scoring Can Help You?
We already know what lead scoring is. Better scoring can lead you to high-quality leads that give you better business results, increasing your bottom line and saving time for your conversions.
Calculate better ROI statistics with lead scoring. For marketing efforts that cost you too much, you can calculate the amount you need to actually spend. Lead scoring tells you where you need to spend on marketing based on the prospect’s buying cycle. The availability of high-quality leads enables you to make informed decisions based on data and insights. You can contact your leads at the right time to gain their appreciation and trust, which can also be used for your next marketing campaigns or transactions.
Lead scoring can give you an idea of customer readiness. You don’t have to take your leads through the campaigns and nurturing, which typically wastes lots of time. It will directly lead to your prospective buyers increasing your sales efficiency.
Align Sales And Marketing
For any business, the alignment of the marketing and sales team is imperative for business success. Lead scoring gives such an opportunity to you. The scored data over time can show behavioral patterns that a particular client or account shows through various interactions, which can be converted into opportunities for the pipeline. This alignment can further filter down the leads list, making it easier to find more customers.
Gathering relevant information for lead scoring is important. Lead collection, filtering, and categorization are not cheap, especially when you are dealing with a large target audience. When used efficiently, you can increase your revenue by multiple times when compared to the investment.
Lead scoring can help you to identify the correct marketing efforts for qualified leads. By segmenting and communicating with leads, you can identify their readiness level. This data can be passed to the sales teams, making the communication period shorter and moving the prospects through the conversion funnels faster.
Your ROI from this process should be calculated from the higher rate of conversions.