Prioritize your follow-ups based on lead quality and sales-readiness
Assign high scores to sales-centric activities (like viewing the pricing page) and lower scores to generic engagement activities (like downloading an e-book). Custom activities can be assigned different scores too depending on the custom lead scoring models.
Score leads based on how closely they match your ideal customer persona. Track and score lead activities. Use these scores to identify leads that are more likely to buy from you.
If lead score exceeds a certain threshold, move the lead further down the sales funnel, by changing its stage automatically (Ex: Lead moves to Opportunity if lead score > 100)
When the lead score exceeds a certain point, and the lead stage changes, notify sales automatically about the change, reminding them to follow-up. You can set up sales notifications for other sales-relevant events as well.
While leads with a high lead score can be considered sales-ready, leads with a high quality score but low lead score, might need some more nurturing. Help marketing identify and nurture them.
Notify sales if an existing customer gets reactivated and is likely to buy again, by tracking a sudden increase in the lead engagement score.
Pre-sales teams (or lead qualification teams) can use quality and lead scores to identify the new leads that should be called first, and organize their workday, every day.
Find out the overall engagement of your leads (in percentage) to understand how well your marketing and sales activities are working to hold their interest in you.
Set custom rules to change lead stages based on the lead scores. Notify sales reps automatically on stage change, allowing them to chase sales-ready leads faster.
Example: Move a lead from ‘Cold’ to ‘Warm’ stage when the lead score crosses 100, and notify the respective sales person to follow-up.
As soon as a lead’s score exceeds a pre-determined value, and the corresponding stage change occurs, the lead can get added to a list dynamically. This allows the sales team members to manage their warm leads in their own lists, making follow-ups more organized.
“LeadSquared helps prioritize real hot leads. The lead scoring mechanism has helped us improve sales productivity immensely. In fact, I am yet to see another cool and simple-to-use wizard setup of email campaigns. It’s always a delight to design, upload copy and schedule professional looking emails in a jiffy.”
AVP - Marketing, Market Simplified India Ltd.