Does My Company Need Lead Scoring?

10-point checklist to see if your business needs lead scoring
It’s easy to be speculative about the hype around the latest online marketing tools, especially as not every trendy tool is beneficial to every company. So here is a checklist that will help you in your decision about employing lead scoring in your business processes by asking the most pertinent questions:
  1. Are you generating a lot of leads? (Perhaps more that your Sales team can handle in a timely manner?)

  2. Is your typical sales cycle over a week long?

  3. Are you operating in the B2B market?

  4. Does capturing demographic data in online forms make a difference to sales?

  5. Are your campaigns evaluated on the quantity of leads rather than on their quality?

  6. Are your Marketing and Sales teams’ efforts misaligned? (A quick test is to ask each: “What is a lead?” and compare the answers.)

  7. Is your Sales team frustrated with getting unqualified leads?

  8. Is your Marketing team frustrated by the low close rate?

  9. Are you losing opportunities to competitors? (Yes, the first contact made with a customer is important in the overall purchase decision process!)

  10. Do you have clear visibility down the pipeline? (Furthermore, are you able to forecast?)

If you answered “yes” to more than 5 of the above questions, then learn more about lead scoring or contact us directly to find out how your business can directly benefit from lead scoring techniques.
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Petr Passinger

Petr is the Senior Business Analyst, responsible for the mapping and optimization of the sales funnel and revenue cycle leveraging the Kentico Customer Experience Management solution for online marketing activities.