Many businesses are incorrect about what they need from marketing. They need more sales, and they believe the way to do that is more leads, ignoring the fact that they have below average conversion rates. In many cases, they have plenty of leads, the issue is how to know which ones are actually going to convert, and are therefore worth spending the time and effort on.
One method of qualifying your leads is Lead Scoring. Lead Scoring allows you to develop a point scoring system based around different interactions with your site and marketing. A lead visits your home page? Give them a point. That same lead visits your pricing page? Make it 3 points. They download an eBook? 8 points. They book a meeting? 15 points.
The more points a lead accrues, the more engaged they are, and therefore the more willing they will be to buy. Set yourself a Lead Score threshold (of say, 25 points) and only spend your time selling to those that will stick around and purchase.
If you're looking for a more efficient sales process, better conversion rates and improved returns on investment, then a Lead Scoring framework might be just what you need! Lucky for you, we know our way around Lead Scoring - we use it ourselves!