You can score your leads based on several attributes! such as the professional information they’ve provided to you and how they’ve interacted with your website and brand online.
Implementing lead scoring can help your sales team focus on high-potential prospects! increasing effectiveness and conversion rates.
Here’s why lead scoring is crucial
Better prioritization: Focus on leads most likely to convert
Greater efficiency: Sales representatives spend time with the highest potential prospects.
Better customer focus: Tailor your approach to the specific needs and potential of each potential customer.
To get started with lead scoring! define the criteria that matter to your business: demographic information! online behavior! engagement level! etc.
For example! filling out a “Contact” form earns more phone number list points than downloading a product brochure.
Assign negative points to actions that make them less qualified! such as unsubscribing from a newsletter or canceling a meeting and not rescheduling it.
Once a contact reaches a predefined threshold! they are text services considered qualified for your organization. From that point on! your team can engage them and qualify their willingness to buy.
Once a buying opportunity exists! you can reuse the previous method to score a deal (sales opportunity) and determine the likelihood of closing the deal! which will help your team prioritize their efforts.
Automate your processes
Automation isn’t about replacing your sales team! but rather enabling them to do more with their time.
Studies show that only 36.6% of a salesperson’s time to pay somewhere between 1 and 100 is actually spent selling! while the rest is spent on administrative tasks.
By automating routine tasks! your sales team can focus on more complex aspects of the sales process! such as building relationships and closing deals.
Here are some areas where sales enablement tools can help:
Lead Scoring: Automatic lead qualification and assignment.
Email campaigns: Regular sending of personalized email communications.
Meeting Scheduler: Streamline the process of scheduling meetings with prospects and clients! reducing back-and-forth communication.
Data Entry: Reducing manual data entry through system integration.
Follow-up: Schedule automatic reminders for follow-ups.
Identify the repetitive tasks that consume the most of your sales team’s time and explore tools that can automate these processes.
CRM systems often include automation features!