Webinar Recap: Hot or Not? Building Sales with Lead Scoring

Mar. 17, 2011

Lead Scoring Hot Leads Today's webinar on lead scoring just concluded, for those of you who were unable to make it, here's the recap!

What is lead scoring?

Lead scoring is a method of quantifying the value of a lead based on its expected value. By quantifying the value of a lead, you can optimize your conversion process making sales and marketing teams more efficient.

What are the benefits of lead scoring?

An increased prospect-to-lead and lead-to-sales conversion rate.
More leads in your nurturing programs.
Allows for a better allocation of sales and marketing resources.
Helps improve communication between sales and marketing teams.

Some best practices for optimize your lead scoring process include:

Evaluate current lead scoring process and assess areas for improvement.
Determine how the process can be improved and develop plan for implementation
Determine what can be automated and research automated lead scoring solutions.
Determine how implicit data will be included in your lead scoring process.
Determine metrics that drive optimization. If you don’t know what indicates success then it’s difficult to work towards improvement.
Monitor and measure for improvement. Using the metrics you’ve determined, measure and optimize your process.

Check the webinar out in our resource section for a full description of how to score your leads using positive and negative scores and lead quality thresholds!

Image by Stephen Poff on Flickr.

Posted by Amberlie Denny at March 17, 2011 2:30 PM