These top five benefits of lead scoring demonstrate its effectiveness as an automation tool in the sales process. To further elevate the technique, connect it with a digital sales playbook powered by artificial intelligence for CRM.
What's inside this article:
- Benefits of Using Lead Scoring
- Focus on Opportunities that Matter
- Increase Productivity with Lead Scoring
- Lead Scoring Aligns Sales and Marketing
- Better Understand Your Clients with Lead Scoring
- Lead Scoring Improves the Sales Experience for Clients
- Integrate Lead Scoring through CRMs
- Aptivio's Understanding of Lead Scoring
What is Lead Scoring?
Lead scoring is a sales and marketing technique for prioritizing the value of leads which are most likely to become clients. It uses data like demographic and behavioral information to assign these values. Lead scoring tops lists as the first recommendation for optimizing digital marketing because of its effectiveness in elevating sales processes.
Choose Predictive Lead Scoring
There are two types of lead scoring, manual and predictive. The one you choose will depend on the data you're using and your target results. You could do it yourself with manual lead scoring methods (but this gets complicated quickly) or trust predictive lead scoring models to automatically get results. For a more detailed explanation, read about the best ways to use lead scoring in this blog post.
Lead Scoring Elevates the Sales Process
Why take the time to learn and integrate lead scoring into sales? Because it elevates the process and helps sales teams work more efficiently. Coupled with an intelligent market monitor, lead scoring can transform current CRM capabilities into being more productive and fueling more growth.
Benefits of Using Lead Scoring
To seriously consider adopting lead scoring techniques, you should know the top five benefits. Many of these benefits are also the reasons why we love sales automation. Here's the simple list and then we get into more detailed reasons.
- Focus on opportunities that matter.
- Increase productivity.
- Align marketing and sales.
- Better understand your leads.
- Improve the sales experience for clients.
Focus on Opportunities that Matter
This is a big reason to love lead scoring and why it's listed as our first top benefit. Lead scoring ranks the quality of all your leads, making it easy to quickly identify which are most worth pursuing. Lead scoring means fewer lost opportunities, increased conversions, and higher ROI. Also, in conjunction with a tool that performs qualification for predicting the likelihood of opportunity close and needs, the sales process can be fully integrated with the best tools for success.
Intelligent Focusing Means Better Results
Knowing which leads are most likely to convert doesn't mean focusing only on top predictions. It also means knowing how to cater to leads that are typically less likely to convert using previous sales methods. This could mean adjusting marketing content or anticipating hesitations with leads that score as less likely to convert. Sales narrative features from CRM-intelligent tools go further to help with more informed selling insights.
Increase Productivity with Lead Scoring
As mentioned, much of what we love about lead scoring is what we love about sales automation. Scoring leads, specifically with predictive methods, saves time by automatically sorting through the leads that are most likely to convert to clients. This means salespeople know where to focus and can get more done in the same amount of time.