Lead Scoring.

By Grant Chapman.

Having the right leads going to the right people in your business is critically important. Giving leads from potentially big customers, or customers with complex requirements, to your most junior sales person makes no sense because chances are they could well lose the opportunity. You also don’t want to have your senior sales people rushing around after leads that represent little value to your business. Good sales people worth their salt will qualify leads anyway, but this takes up valuable time. What do you do to understand the opportunity a lead represents? Inbound marketing intelligence comes to the rescue for this in that you can better understand the value of leads generated from digital marketing or visits to your web site. Calls-to-action and landing pages with content that has been customised for a particular purpose lets you score how serious a prospect is and the size of the potential opportunity. The days of splitting up prospects alphabetically and distributing them among your sales team are long gone. As with most things in life you need the right people for the job at hand and the more you get to know about your leads the better your chance of getting the right person to close the business. Chat with the folk at www.inboundmarketinggurus.co.za if you would like to know more about this fascinating aspect of lead generation.