Identify sales-ready leads with lead scoring
Have you ever heard complaints about the quality of leads being passed from marketing to sales? If you haven’t, you have a good thing going! But if you're like the rest of us, Zoho CRM's lead scoring functionality can be a lifesaver.
Here's how we can help you
- Increase the conversion rate of your leads
- Identify up-sell or cross-sell opportunities
- Automate lead funnel movement based on scores
- Notify sales on high-profile leads automatically
Why do you need lead scoring?
Your prospects are everywhere. They are on social media reviewing your product. They are navigating through your website, downloading your ebook, responding to your survey, replying to your email campaign, and downloading thought leadership ebooks from your website. Each and every touchpoint where a customer interacts with you has the potential to build a relationship.
But, when exactly do you pass leads to sales? Are they sales-ready yet? Engaging lead when they are not qualified not only results in decreased productivity for their sales teams, but also lower conversion rates, and eventually a decrease in your overall ROI. Lead scoring helps you rank your leads and determine which ones are most likely to close, and which ones aren't worth passing on.
Score leads based on demographics
As an organization, you have an ideal buyer persona in place. Are your ideal buyers VP-level executives? Do they belong to a certain industry of your choice? Do they typically represent small or large businesses? Assign scores based on the various criteria you judge your leads on, and ensure your sales reps aren't wasting their efforts on junk leads which won't convert.
Here's what analysts say about lead scoring
Increase in conversion rate.
Increase in revenue per deal.
Increase in deal close rates.
More sales-ready leads.