Lead Scoring
Imagine that your sales rep has 50 leads with whom she is supposed to follow up. She knows that 10 are "hot" leads based on his meaningful conversations or correspondence and gives them consistent attention. That leaves her with 40 others about whom she knows very little. She can try to pick and choose where to spend her time based on their profile fields but this involves considerable guess work and is analogous to determining sales strategy by throwing darts at a board.
Automatically scoring leads based on their activity on your website provides hard, objective data in an otherwise subjective sales process. At a glance, your sales rep can look at her list of leads, quickly prioritize them based on score, and follow up with those that are mostly likely to become opportunities. You can also ensure that leads that do not pass a certain scoring threshold are put onto a nurturing track before being assigned to sales reps. Once these leads begin to respond to nurturing efforts, and their scores increase, they can be automatically assigned to sales reps for follow up.
Marketing automation can also help with forgotten or abandoned leads. When a lead who has been dormant for weeks or months eventually "raises her hand" by visiting your website or clicking a tracked link in an email, their scores will increase, and your sales reps will be proactively notified by the system.
What Our Customers Are Saying...
"Prospect Insight helped us identify prospects that would have otherwise been abandoned due to the lack of a meaningful conversation early on in the lead nurturing process."
