Not all leads are created equal. We know, we wish it wasn't true either. But wishing it to be true doesn't change the fact that many of the visitors to your website simply will not be a good fit for your business. One of the biggest time killers your sales teams face stems from spending too much time chasing down bad leads in the hopes of polishing them up a bit and turning them into quality, workable leads.
Inbound marketing is great at generating leads, but converting those leads into customers requires an entirely different set of skills. The first step in converting leads is identifying which ones to reach out to and when to do so -- that's where lead scoring comes in.
What’s the best part about inbound marketing? I think most people alike would agree that it’s the high number of leads that it attracts. But once you have all of those leads, what do you do? Inbound leads are a different animal than your typical outbound leads, so it can be more of a challenge to figure out which ones are marking or sales qualified leads, if they're throwing out signals as to where they are in their buyer's journey yet. Enter stage left: lead scoring, and the huge benefits it brings to your sales team.
After identifying a segment of leads that meets your criteria for fit (industry, job title, company size, etc.) you’ll need to measure and understand how ready they are to engage in a sales conversation. You’ll begin this sales qualification process by analyzing a lead’s level of engagement and interaction with your website and marketing content. Some common indicators of sales-readiness include the following activities:
Before we start unpacking the difference between MQL vs. SQL, we need to first go back to the beginning. A lead is a person who has indicated interest in your company's product or service in some way. (And everybody wants leads.) But how does a lead show their interest?
While lead scoring offers a great opportunity to separate your good leads from the bad ones, it also has the potential to skew your MQL and SQL numbers if not done correctly. When this happens, it can be just as crippling to you marketing and sales initiatives as having no leadscoring strategy at all.
Want to make the day of just about every salesperson at your company? Or...are you responsible for sales at your company? If so...we're about to make your day with quite possibly the most valuable tool as it relates to determining the quality of leads; lead scoring. Imagine a system so detailed and accurate that you can