Ever felt overwhelmed by a sea of leads, unsure where to focus your energy? Well, it's time to revolutionize our approach. Not all leads are equal, and it's crucial we recognize this to maximize our efficiency and impact.
One of the most frustrating things for your Sales Teams is when junk leads are passed to them to work on.
The Lead Equality Myth
Picture this: Two leads, one just browsing, the other ready to sign. Treating them equally?
That's a missed opportunity!
Every lead has a unique potential and should be approached accordingly.
Lead Scoring: Your Sales Compass
Lead scoring isn’t just a buzzword; it’s a game-changer. It's the art of ranking leads to determine their sales-readiness. Think of it as a compass guiding your sales strategy.
Why Manual Lead Scoring Doesn’t Scale
Building your Lead Scoring Model
This is a very important step if you truly want your Lead Scoring Model to deliver exponential results for your Sales Teams.
We all need Customers, and you will know that a Lead converts into a customer. There is a lot that happens before a lead is converted into a customer.
Lead Scoring is not only important for your Sales and Marketing Teams, but it is also important for the lead (prospective customer) reaching out to you.
You have a responsibility to ensure you sell your products/services to the right kind of customer so that they derive value from your product/service.
Examples of Lead Scoring
This table demonstrates the significance of lead scoring by showcasing diverse parameters that collectively help prioritize and focus efforts on leads with the highest potential for conversion.
Examples of Lead Scoring for Education
What is really important to remember is that as a prospective student engages with you and as your admissions team engages with the prospective student, you will gather more and more information about the student.
This information may move a student from one lead scoring grade to another.
This is not something you want to rely on humans to do. This is a powerful feature that Lead Scoring CRM's will do for you in real-time.
Automated Lead Scoring
I use automated lead scoring that uses my custom rules to change my lead scoring, lead stage and segmentation without my input. The only thing I want to be spending my time on, is taking the high-value actions that give me high-value outputs.
Examples of Lead Scoring for Insurance
The Insurance Industry can benefit greatly from automated Lead Scoring. This means that instead of their call centre agents just calling leads that have a name and a contact number, they will have leads that have already completed 80% of their application because the sales-ready leads would have already completed all the basic underwriting questions you going to ask them on the phone. (If you manage to establish contactability)
Why Manual Scoring Doesn’t Scale
In the fast-paced world of sales, manual lead scoring is like using a map in the age of GPS. It's time-consuming and impractical at scale. You need a system that adapts, learns, and scales with your ambitions.
Advantages of Lead Scoring
The advantages are exponential.
Efficiency: Prioritize leads that are most likely to convert. Focus your energy where it counts!
Personalization: Tailor your approach. A lead at the awareness stage needs different handling than one at the decision stage.
Alignment: Sales and Marketing, no longer at odds. A unified scoring system means everyone's on the same page.
ROI: More bang for your buck. Targeted efforts mean reduced costs and higher conversions.
Remember, a lead is not just a name on a list; it's a potential success story waiting to be written. Let's make every interaction count with lead scoring!
Here’s to smarter selling across Africa! 🚀
Imagine how these kinds of results would change your sales Organization?
300% increase in sales conversion
“We have experienced a tremendous increase in footfalls to conversions, from 9% last year to 21% this year. This increase directly co-relates to the ease of identifying leads that are qualified. Customer experience has gone up as well because of ease of setting up automations.” - Sunny D'Souza, DGM Sales - Ace Creative Learning
As always, if you need help getting Lead Scoring setup for your company, we an email or a call away.
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