The goal of lead scoring is to give sales reps a better understanding of which leads are the best. So they spend more time on them than those that aren’t as likely to close. This means that the scoring model must assign a high value to the characteristics represent by the best customers. How to set up lead scoring for a b2b company first. We look at the available demographic information . These may include the size of the company. The industry and the role of the interlocutor. Typically. The larger the company.
The larger the opportunity
Thus the higher the score. The more align the prospect’s industry is with the industries in which the company is successful. The higher attract B2b Leads the right the score. Just as the higher and more align the title. The higher the score. Here is an example: prospect 1 is a $10 million manufacturing company and the title of the person contacting him is chief financial officer. Prospect 2 is a $100 million professional services company and the person they are targeting is the ceo. The lead scoring model of this company is as follows.
The maximum number of points
That can be earn for each of the three categories (size. Vertical and role). Prospect 1 scores 10 out of 33 for size. 33 out of 33 for vertical. Because the manufacturing industry is IG Users this company’s main vertical target; and 20 out of 33 for director level person. The lead’s total score is 63. Good but not great. Prospect 2 scores 33 out of 33 for size. 23 out of 33 for vertical and 33 out of 33 for position. Their total score is 89. An excellent result. This is a basic demographic model.
