Lead scoring is a methodology for ranking leads by level of interest, product fit, budget, authority and the timeframe to purchase. Some companies use “A, B, C” to rank leads. Others use “hot, warm, cold” and some develop a point system. The main purpose of scoring leads is to help the sales team follow up efficiently, so it’s important to get as much information as possible while talking to the lead face-to-face. Nurturing a lead is the process of developing the relationship so that when a lead is ready to buy, your prospects are familiar with your brand and products. CRM/MATs can automate much of the process, making it much more efficient.
Lead Nurturing
graphic below. This process can happen automatically in real-time as your leads are collected at your event, so your sales team receives them as they occur. No more “lead-lag”!
Graphics Courtesy of Alliance Tech
Graphic Courtesy of Alliance Tech
Finalizing the CRM/MAT Process After considering all of these components, you can now finalize your process flow, which may look something like the
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