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produced an eBook. 5000 people downloaded it for free. However, 2000 of the people who downloaded the eBook are not decision-makers, and 2500 of them do not have the budget to purchase any product or service. This rather low MQL to SQL conversion rate of 10% puts the responsibility of change on the marketing department.
Marketing creates the same eBook, restricts its distribution based on spending ability, and provides an initial link only to the management level and higher contacts of niche message boards. 1,000 people downloaded the eBook. However, the sales team could convert only 5 of these into customers. Here, the 0.5 percent SQL to MQL ratio would be a concern for the sales team, not a marketing campaign.
Given that, it is important to identify when a lead is ready to be handed off to sales. Companies often depend on whether the lead fits their ideal customer profile. And, that works to some extent. But as a result, they face a blind spot that leads to inaccurate lead qualification.
The Blind Spot in Lead Qualification
If you are only looking at fit, organic lead generation strategies (building authenticity & community)
you will know which leads are qualified but not which ones are ready to speak with salespeople. As a business, you need a second lead scoring model to fully comprehend the quality and sales readiness of your leads.
You may be currently tracking the behavior of your leads through website visits, email clicks, content downloads, and other interactions with your business. Behavioral lead scoring takes this into account. You won’t get the full tale, but you will get a glimpse of it.
Leads already do most of their research before they arrive at your website. You are missing out on the first half of a lead’s research journey if you don’t keep track of the activities they conduct before they connect with your brand. This is a major blind spot in your lead scoring system, and your sales staff is left scrambling to catch up when you eventually identify the lead. Or, they are stuck twiddling their thumbs waiting for leads to show up.
Instead, your sales reps can target warm, qualified leads that may not have reached out yet with Buyer Intent Data.
Avoid Blind Spot in Your Lead Scoring with Buyer Intent Data
Buyer Intent Data helps you to europe email
avoid this blind spot by providing you the data to know if a lead falls in the ready-to-buy category or needs further nurturing. Even if that lead hasn’t gone all the way through your marketing and sales funnel.
Your prospects are out there, looking for a solution to a problem you might fix. They search online, consume content, look for solutions, and learn to resolve their pain points.
Intent Data is the set of behavioral signals to understand the intention of your prospects to purchase a product or service.
Businesses can identify “ready to buy” prospects and fine-tune their campaigns using a plethora of aggregated intent signals. Intent Data can be used for future prospecting since it reveals specific trends that might assist you to enhance your prospects’ purchasing decisions along their buyer journey.
Each account is assigned a live score depending on its level of interest in a certain subject. The higher the grade, the more information the account has consumed related to the intent topic you selected. Because it is an automated approach, the lead scoring technique is simplified for easy lead selection. You can choose accounts with the best conversion potential by selecting the topics relevant to your products and services.