Why lead scoring helps in marketing and the sales
The main purpose of any business is to generate sales. But getting a prospect to buy your products or services is not as simple as it sounds. To make a sale, you need to generate leads, and then nurture them to become your customers. But where does lead scoring fall in the process?
The thing is, most of the leads you generate will not be interested in buying your products, but some leads will be more interested and likely to make a purchase than others. And the real challenge is to identify which leads can more easily be nurtured to make sale. Lead scoring helps you identify and prioritize leads and eventually help develop sales relationships.
1. Prioritize your leads
Not all the leads you generate will qualify to become your customers. And so, it is a good idea to work on the leads that are more likely to make a purchase than on the leads that simply aren’t interested enough. Lead scoring allows you to find out where a lead falls in the sales cycle and so you get to manage your time and focus on the ones that are more likely to make sales.
2. Allows you to plan your marketing campaign more effectively
The more information you have about your leads, the easier it will be for you to plan and run your marketing campaigns. Your leads come from various financial backgrounds, but once you have scored them and analyzed which of the said leads are more promising, you will be able to come up with a solid idea marketing strategy that will maximize your lead conversions.
3. Improved coordination between marketing and sales
Among the ways marketing automation software has made life easier is to improve the coordination between the sales and marketing teams. With the two teams working together, your lead generation, scoring and nurturing process will be smoother and hence you will get better results!
4. Reduces time and effort
Once you know for which leads you need to start the nurturing process first, there will be greater chances of getting lead conversion faster, and therefore you won’t have to spend any extra time and effort trying to work on the leads that are not interested in buying.
5. Saves your Cost per Lead (CPL)
Since generating enough leads is difficult in the beginning, many small businesses and startups buy leads from vendors. And with lead scoring, they can know if the leads they are investing in have a high rate of interest. It is better to buy easy to nurture, high interest leads than to buy a large number of random leads.
6. Lead Scoring is going to help you increase sale
This has to be one of the most obvious, yet most powerful reasons to implement lead scoring. Because, what else do you want for your business?
Since implementing lead scoring techniques in your sales and marketing gives you nothing but an increase in your sales and reduces the efforts of your marketing and sales departments, there is nothing that should stop you from investing in lead scoring software. The lead scoring software by CallidusCloud helps you separate the ready to buy leads from those that are just looking for information. This allows you to score, qualify and prioritize your leads so your sales can focus on the already identified high intent leads so you get quicker conversions. Another advantage of the Callidus software is that it collects both explicit and implicit data – which makes it suitable for a wide range of industries. If you still have any doubts, their free trial is surely going to remove them!