Once your list is built, you need to begin figuring out who on your list is most worthy of your time, or of your sales team’s time. If you’re using marketing automation, then you can apply lead scoring to answer this question.
Start by looking at three things: demographics, digital behaviors, and qualification questions.
Demographics. You should be able to award points to a contact based on different industries, job titles, revenue, geography; you can add as many factors as have meaning for you. The goal is to develop a reliable system that will let you say, “This person (with a higher point score) is more important to us than this person.”
Digital behaviors. Set up a lead scoring system that tracks a prospect’s entire digital footprint.
You can assign points to email activities such as email opens and click-throughs
You can assign points for website visits, and assign different points for different pages
Anytime someone downloads a white paper or watches a video or attends a webinar, they should get points for that behavior
But: All assets do not have equal value. You should consider which papers/webinars/etc. provide the best buying signals and score those higher. Look at the buyer’s journey, study your buyer personas, and score to map to those
Make sure you have enough content to score; that means interesting emails with links, downloadable assets such as white papers, webinars, videos, etc.
Don’t forget to score offline behavior as well, such as trade show attendance or golf tournament participation, or how someone answers questions in a qualifying phone call
You can even assign negative points; if someone is spending a lot of time on your site but is obviously focused on your careers page, they’re probably looking for a job and it would be a real waste of time for a salesperson to follow up. You want to assign a negative score so that doesn’t happen
The point is to be able to look at a prospect and say, “Not only is this person a good fit for us in terms of industry, revenue, company size, etc., but they’ve also amassed a large digital footprint in relation to other people who haven’t scored as high.” If you’re a salesperson looking at this in the system, it’s pretty easy to figure out who you should call first – and who you shouldn’t call at all.
Qualification questions. These are generally used by sales development reps.You want good, solid qualifying questions that will help get to the core reasons that someone visits a particular page, and let you understand where they are in the process. Not the selling process, note; you want to know where they are in the buying process. Score answers that point to sales-readiness higher.
Lead scoring nitty-gritty
Here’s a screen shot showing what lead scoring can look like, and how it helps you determine your top-, mid-, and lower-level prospects. You just follow the process through and assign the numbers to create the program.
Two prospects can look exactly the same on paper, and in the old days, a salesperson didn’t have much help figuring out who to call first. But now, having marketing automation infrastructure and tools in place makes it a no-brainer. Time and focus are critical factors in sales success; with lead scoring you can’t help but get better results.
Mr. Stacy Gentile is the President of Invigra, a fully integrated B2B Lead Generation company that helps organizations fill the top of their sales funnel with three primary services: Sales Infrastructure Improvement, Content Marketing and Outbound Sales Calls.