4. Set Up Effective Lead Scoring
Lead scoring allows you to prioritize leads. It tells you where prospects are in your sales funnel, who’s ready for a more assertive approach, and who needs more time to convert.
It focuses your nurturing energy on the appropriate leads by ranking them against a scale of perceived value to your company. It also helps to keep marketing and sales aligned.
So, how do you score your leads?
Identify key traits of your best customers: Examine analytics, chat bosnia and herzegovina telegram data with sales, and poll customers to determine what patterns—demographics, behavior, engagement, etc.—your highest quality leads exhibit.
Weigh and assign values to those traits: Most lead-scoring models rank from 0 to 100 based on the importance assigned to each key attribute.
Set a threshold for each stage in your pipeline: Minimum thresholds allow sales (and marketing) to identify MQLs or SQLs quickly—and nurture them according to your sales pipeline stages.
Roll out your scoring criteria (in Close): Using “Bulk Edit” (or Custom Fields or Custom Activities), you can program Close to help streamline the lead scoring process.
Stress test and refine that process until you have the best criteria and approach. It’ll pay off in conversion rates and rep productivity. Guaranteed.
Did you know that 80 percent of sales require five follow-ups, but 44 percent of sales reps give up after just one attempt? Yikes.
So, in lead nurturing, be tenacious and keep following up until you hear a flat "no."
Whether via email, LinkedIn, or wherever you chat with prospects, maintain a regular follow-up schedule that’s easy to follow, designed to deliver more value, and that keeps you top of mind.
Automation (via a CRM, for example) helps alleviate the pressure on your team to track this outreach and leaves them prepared to close the deal—once that response comes in.
And the right follow-up templates can make it easier, too.