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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 Predictive analysis and 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 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 establish.. What should sales do Business Lead 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 scor. This high. This clearly doesn’t mean that salespeople should ignore prospects with lower scores.

But they should be aware of

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The time and attention they are devoting to people who are less likely to become customers. An effective approach might instead be to create Europe Email slightly different lanes in the sales process. Where leads with higher scores receive more personal attention and those with lower scores may receive more automat. Attention. Leads with higher scores may have additional resources assign. To the sales process. Such as an engineer or manager. While those with lower scores may be manag.

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