Are you trying to find leads that will eventually become customers or are you trying to find leads that sales will accept and pursue? The groups are not necessarily identical: sales might like leads from big companies where a deal would be large even if the probability of success is low; or they may prefer small deals that will close quickly; or they might accept marginal leads physically near existing accounts. Chances are it’s a mix of all those considerations and more.
Lead Scoring Index Tool – This tool is designed to help you analyze leads and identify strong prospects. Score your leads across 6 different criteria including company, buying cycle, contact, interest, actions, and recent. Evaluate your leads explicit and implicit need for your product or service.
Aberdeen Group research found that organizations that practice lead scoring or customer scoring enjoy strong customer retention rates and high profitability. Among the key findings that help to optimize the use of a scoring solution are the ability to determine lifetime customer value, the need to ensure a rich set of data is available to feed the scoring software, and the use of appropriate metrics to measure the performance of the scoring software.
Sales Account Management Tool – This tool was designed to help you analyze and score your accounts and prioritize time accordingly.
Lead Acquisition Model - Use Demand Metric’s Lead Acquisition Model as a framework to create a process diagram that will visually communicate how your target market will engage with your brand and ultimately become a qualified sales lead.
Qualified Lead Definition Tool – This tool was designed to help sales & marketing departments achieve alignment on their definition of a qualified or highly qualified lead. Be sure to customize the criteria to build consensus on the profile and activities of top prospects.
In the second installment of the video series, "How to Prioritize Leads," by Software Advice, partner and founder of BlueBird Strategies, Mac McConnell focuses on the criteria that most companies utilize to score leads. McConnell highlights his top three categories for scoring: demographics, behavior and qualification.
To learn more about McConnell's criteria for scoring leads, watch the short video below:
Software Advice recently documented a video series on "How to Prioritize Leads" led by partner and founder of BlueBird Strategies, Mac McConnell. In Part 1 of this 3 part series, McConnell highlights how lead scoring streamlines the sales funnel and how to avoid the pitfalls traditionally associated with lead generation.
To view McConnell's insightful segment, watch the short video below:
In the third installment of "How to Prioritize Leads" by Software Advice, Partner and Founder of BlueBird Strategies, Mac McConnell, focuses on how to build a lead scoring model. McConnell also answers important questions in lead generation that could potentially make or break your efforts.
To learn how McConnell builds a lead scoring model, watch the short video below:
