Timing: Can your prospect buy it now?
You’ll then assign values to each of these factors.
How do you create a lead scoring system?
While tools like Salesforce make this process as easy as possible for users, germany email list there are definitely some things you’ll want to address in order to get the most out of your lead scoring experience. According to the Salesforce team, “You have to decide what actions will determine their conversion from interest to intent.” Lead scoring exists to enable sales reps to do their jobs more effectively, so the first order of business is to determine what factors will turn a marketing qualified lead (MQL) into a sales qualified lead (SQL).
Here are some best practices to guide your lead scoring:
Create separate lead scoring models for different products and services. For example, if you have an enterprise and SMB product, you’ll obviously have different criteria for each.
Determine your lead scoring threshold. This is the make-or-break mark for getting your leads into sales qualified territory.
Categorize high-value behaviors. What actions do active buyers take? Visit your contact page? Scroll through pricing pages?
Integrate lead scoring into your workflows. What happens at each scoring stage? An email, a phone call, a direct mailer? Your marketing and sales teams should be connected across these workflows.
Use negative scores to filter out bad leads. Not all leads are created equal. Over time, if no positive actions are taken, lead scores should decrease. Additionally, determine which web pages are targeted at non-buyers (like your careers page).
Implement lead scoring for your team with Salesforce