His 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 The basics of lead 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 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 B2b Leads 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: 33 is the maximum number of points that can be earn for each of the three categories (size. Vertical and role).
The lead’s total score
For companies using lead scoring for the first time it is recommend to start with a simple calculation and. Over time. As you gain more information and see the model in action. You can add Marketing List additional elements to make it more precise. New call-to-action for example. 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.