Prioritize truly qualified leads

[udoy120]

What is the main objective of a lead nurturing strategy?

The ultimate goal is to continuously pass the most qualified leads to the sales teams who will take care of closing.

But if we want to focus on the most mature leads, this means that we must be able to situate them in their purchasing journey .

How to do it?

The solution is to assign each lead a score corresponding to its maturity level. This is called lead scoring.

Obviously, it is almost impossible to set up reliable lead scoring manually.

To do this, we will use marketing automation solutions (we will even australia phone number library present some of them to you a little later) which include this functionality.

You are probably asking yourself the question: “lead scoring, how does it work?”

In practice, you will assign a certain number of points to the different actions that your leads perform . For example, he clicked on a link in your last email (+5 points). He downloaded premium content (+20 points).



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You can also assign negative points. For example, he didn't open your last email (-5 points).

Depending on the actions that he performs or not, each lead is therefore assigned a score.

Upstream, you have defined a threshold score that triggers the lead to be passed to the sales teams. For example, you have agreed in your SLA with the sales teams that the transmission takes place when the lead reaches 50 points.

[yadaysrdone]

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