Lead Scoring Saves Lives

Ok, it only saves money, effort, time, and headache

Here’s how

Traditional prospect qualification only took demographics into account

• Does the prospect have the money?• Does the prospect fit our buyer profile?

Sophisticated Lead Scoring Techniques go one step further

They gauge the buyers ACTIONS and

demographics

For instance

• Is a car buyer who shows up at the dealership a better prospect than one who prices a car online?

• Is an online shopper that downloads a white paper a better prospect than one who phones in?

It doesn’t matter

• Which is better does not matter• Lead scoring lets you assign points to

characteristics and buyer behavior

Leads are held in marketing until the prospect has exhibited enough buying behavior to warrant effort by the sales staff

This lowers sales costs and increases prospect quality