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Lead Scoring: How to Take Your Sales from Good to Great

by:RayLPerry

Ensure that your business focuses on its priority leads by means of lead scoring, a marketing approach that will help your company close as many sales as possible.

Lead scoring is a relatively new idea in demand marketing. What lead scoring entails is having a system in place whereby potential customers receive a score based on how likely they are to buy your product or service. In companies with separate marketing and sales division, the information is then turned over to the sales department who can easily see which leads are most valuable. In smaller companies, lead scoring helps the company determine which lead to go after first because they can tell which prospect is more likely ready to buy.

B2B companies that primarily work online need to collect both explicit and implicit information on the companies they are hoping to work with. This will help their lead scoring be more effective. Your B2B business should find out the size of a company that is a potential client, where it is located, what industry it is in, and the name of your lead there. Other necessary details include whether or not they are receiving your email newsletter, if they subscribe to your company's blog, and how often they visit your website.

What you do with your lead scoring is also important. Analysis of your lead scoring process and results is a crucial step in marketing your business. Careful notes must be kept on the process of following up with each potential client. Salespeople should keep track of how long it takes to close a deal after reception of the lead, how accurate the scoring was and if the deal falls through, why? This data should be tracked back to the lead scoring process to make sure it is being done correctly. It may be that some individuals are scoring leads properly while others are not. It may be that the system is flawed at some point and needs to be revamped.

Using lead scoring to prioritize your B2B company's online marketing and sales is a smart decision. This makes your sales team more efficient and helps them increase revenue with new clients. Instead of wasting time with potential clients that are simply browsing your products and services, lead scoring lets your sales team focus on clients who are ready to buy now.

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Article source: Author Palace
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About the Author:

Ray Perry is an Internet marketing executive with more than 25 years of experience. He is the Chief Marketing Officer at Market Blazer, a small business marketing company and authorized Duct Tape Marketing coach. You can get more information about lead scoring at www.MarketBlazer.com.

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Lead Scoring: How to Take Your Sales from Good to Great
Category: Business
Keywords:
lead scoring,priority leads,priority leads first
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Lead Scoring: How to Take Your Sales from Good to Great
Category: Business
lead scoring,priority leads,priority leads first

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