What are sales leads and how do we use them?
Sales leads are utilized to help track people in order for them to become customers. Leads are very important to a sales team because finding the right type of people to increase sales will push the company further. The best way to follow leads is to first “score” them to know who is the best option to pursue. A “score” can be based on the date you have on the person such as professional information or other sites they have engaged or used on the internet. The higher the involvement with your site and those similar to yours will result in a higher lead score. Thus, aiming to gain those higher lead scores as customers are a necessity for your business to continue to grow. Some examples for helpful information when figuring out the best leads include:
- Demographic Information
- Company Information
- Online Behavior
- Email Engagement
- Social Engagement
- Spam Detection
Each business and sales team in that business have different ways to score their leads based on the information they have on them. The best way to know what you should be looking for is by talking with the sales team you are working with, customers you have already gained, and also utilizing analytics.
Understanding what works
As I said before, having discussions with your sales team, engaging with customers, and using analytics are all great ways to score leads and understand what works best for your company. Talking to your sales team will make sure everyone is on the same page when it comes to figuring out what leads you want to pursue. Next, customers can provide great insight on what got them to become a customer. You can engage with them over email and send them requests to do a survey that allows them to share their thoughts based on their experience that can help increase current customer satisfaction and also increase the number of customers. Lastly, marketing analytics can also help you visualize the user engagement with your site based on location, demographic, and other information about your users. I added a link to a blog that also touches on how to develop a lead scoring system that can walk you through that process as well.
https://blog.hubspot.com/marketing/lead-scoring-instructions