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Lead scoring provides you with this
system for analyzing lead quality by
ranking, classifying and prioritizing
the leads based on the importance and
likelihood of turning into a Sale. |
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Even with Leads, the Pareto principle or
the 80-20 (80 percent of the business
comes from 20 percent of leads) applies.
The challenge is to classify the 20
percent leads than can give 80 percent
business and prioritize them rather than
following all the leads. |
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Lead scoring is based on historical data
and not on gut feeling. It enables us to
rank, classify and prioritize leads that
are of highest priority in order to
maximize your sales force's
productivity. |
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Lead score is a composite score of many
factors with varying degrees of
importance. Picking the factors,
assigning weights to them and
multiplying them together to get an
overall score for each
industry requires a good knowledge and
effort. Our results have shown that
it is well worth the effort. |
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Lead Scoring follows a weighted average
method for ranking the Leads. We use an
algorithmic based profiling of leads
based on a set of predefined criteria
when measured along with the probability
of Buying gives an exact score which
reveals the lead quality. |
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The leads are then classified into three
colors codes - GREEN, ORANGE AND
RED. |
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GREEN LEADS - The leads with higher scores are
more likely to get converted into a
closed sale with higher revenue. Passed
on to sales team for immediate follow-up and closing the sale. They require
least nurturing and should be converted
into a sale before a competitor contacts
them. |
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ORANGE LEADS - The leads with average scores
will require more time to take a
decision or need more nurturing to get
converted into a closed sale or with
lower revenue generating opportunity. |
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RED LEADS - The leads with least scores and
have very less interest in the products
or has very little revenue generating
potential and/or will need lot of time
to get converted into a closed sale. |
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These leads are rejected as unfit leads. |
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