We’re kicking off our month-long theme of sales-related content, and what better place to start than with one of the most powerful ways that sales (and marketing) teams can benefit from marketing automation: automated lead qualification.
Automated lead scoring and grading is no new topic for our blog; we’ve talked before about what it is, why you need it, and general best practices. If you’re an automation user, you’re probably already aware of (and have hopefully witnessed firsthand!) the benefits of standardizing an otherwise subjective qualification process: higher quality leads, less disagreements between marketing and sales, and a whole lot of time saved. But if you’re still using an out-of-the-box scoring and grading model, it’s time to step back and reevaluate.
One of the most important benefits of marketing automation is that it gives you the insight you need to continually optimize the automations you’ve set up, and automated lead scoring is no exception. The worksheet below can help you start to notice patterns across the activities of your most qualified prospects. By adjusting your scoring model to more heavily weight these activities, you ensure these highly qualified leads get to sales even faster—and turn into closed won deals.
Looking for more help with optimizing your scoring and grading model? Download our free handbook for best practices, worksheets, and more!