How to distinguish the wheat from the chaff? It’s very simple: you need to have a good lead scoring strategy to generate qualified leads . Today I’m going to tell you what this technique consists of. What you need to implement it and how to establish your own lead qualification system.
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In this video we explain what lead scoring is and how you can use it Special Database your Inbound Marketing strategy to get more qualified leads.
What is lead scoring?
This marketing technique consists of assigning a score to all your leads to identify which ones are the most interesting.
Using a series of formulas developed
Collaboration with marketing and sales, you can track the behavior and activity of your leads, as well as their commercial profile. The objective of this analysis is to score the probability of a lead converting.
Lead Scoring
If you fine-tune this technique, you will be able to distinguish between different types of leads:
Cold lead
This user is already part of your database, since they have left you their information. However, they are still a long way from the point of purchase, in the phase known as TOFU or “top of the funnel”.
Marketing qualified lead (MQL) –
This user has shown interest in your brand and its content on several occasions. You will also have been able to obtain more information about them, so you are probably now in a position to apply your lead scoring scale and see if they are ready to convert. This phase is known as MOFU or “middle of the funnel”.
Sales qualified lead (SQL)
Also known as a “warm lead,” it has passed all the stages with flying colors and is ready for the sales team to treat it to a visit, a phone meeting, or a demo. It is the BOFU or “bottom of the funnel” foundation.
Ultimately,
Having a good lead qualification plan will allow you to know for sure which of C Level Contact Library leads are of sufficient quality and when they are ready for you to pass their contact on to the sales team. All of this will allow you to obtain maximum efficiency with your inbound marketing strategies, since by focusing your efforts only on the most interesting contacts you will save time and money.
