The nature of a lead is changing. Many industrial companies turn to digital to increase lead generation, but discover that digital leads are often earlier in the buying journey than trade show leads to which they're accustomed. That's not bad - they can join the conversation earlier and sell more.But, it is different. And that leads to problems - notably inconsistent lead follow-up.
Lead scoring provides a solution. Using technology to observe prospect activities that have weighted values assigned, and then calculating a rolling aggregate score of those values, lets you consistently identify higher priority leads to focus the right attention on them.
Lead scoring can be used for routing (e.g. to BDR or regional sales manager) and to prioritize. That improves buyer experience, improves the efficiency of your sales team, and increases revenue.
⏳ Timestamps ⏳
0:00 Introduction
0:20 Introducing lead scoring - solution for changing leads
1:50 The tech stack
2:38 How to build lead scoring - contacts
4:07 Organizational buying interest - accounts
5:00 Example of scoring
6:15 Why is lead scoring important?
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