4 advantages of lead scoring to create business opportunities
Have you ever spent your budget on a couple of campaigns to generate leads, which have left you with a base with a lot of messy data? Sure all these prospects are interested in your product or service. But how many of them are actually prepared to buy?
To find out, lead scoring or lead qualification will be very useful within your Inbound Marketing strategy. This automatic qualification process will help you classify the leads you have obtained.
Segmenting will allow you to save resources and effectively reach each contact. However, to do so, you will need an automation tool.
68% of marketers use a
lead qualification form to move prospects,
from one stage of the funnel to the next.
Without further ado, here are the 4 benefits of having a lead qualification process as part of your inbound strategy.
- Fewer missed opportunities.
According to a Gartner study, companies lose 70% of leads due to poor follow-up. Although it is a high number, it is not at all surprising. With so many prospects, it’s hard for a sales rep to determine whether or not they’re qualified. Therefore, this process will help you find the most qualified and direct all your actions to take them to the goal: the purchase.
- Time better spent.
When you prioritize your leads through qualification, you save a number of unproductive hours. By knowing what stage of the funnel they are in, you can execute an immediate action plan. That way, reps will work hot leads, while your marketing team leverages automation to nurture the rest. (You’re interested: 79% of prospects do not convert their prospects into sales, why?).
- Increased conversion rate.
This is one of the most notable benefits of lead qualification. A study by Kentico identified that 38% of the companies surveyed experienced greater conversion opportunities, thanks to this tool.
- Better sales productivity and ROI.
A smaller pool of highly qualified leads speeds up your sales process, which in turn, boosts your ROI. A study by Marketing Sherpa showed that those who use qualification have a 77% increase in lead generation, compared to those who do not use it.
Therefore, lead scoring, together with a lead maturation strategy, will allow you to classify your prospects, accompany them and generate well-focused campaigns, with which they will be able to advance in the purchase process.
That’s why if you feel that you have so many leads that the process got out of hand, you can take a look at our success story Vissani, there you will find the keys to prioritize your prospects and get a significant ROI.