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Their total score is 89, an excellent result. This is a basic demographic model, but there are more complex ways of doing lead scoring. For example, you can award points to people based on the time they spend on the company's website. The more pages they visit or the more times they return, the more points they earn. lead scoring Even the choice to download content or subscribe to the newsletter for example could affect the score.

Prospects who subscribe to the company blog , attend a webinar, or download an e-book from the homepage may earn a higher score than those who don't. The elements of a lead-scoring model are wedding photo editing service endless . The most important thing is to know which behaviors and which information typically lead prospects to transform into sales opportunities and therefore into new customers. Once you discover these patterns, you can use this data to build your lead-scoring model. How the sales team should use lead scoring.



Now that the scores have been established, what should sales do with this data? In the example above, the sales person managing both opportunities knows that prospect 2 should receive more attention. There may also be different types of content or special offers to apply to prospects who scored this high. This clearly doesn't mean that salespeople should ignore prospects with lower scores, but they should be aware of the time and attention they are devoting to people who are less likely to become customers.

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