Lead Scoring

The number of leads generated through email campaigns, webinars, pay-per-click, and landing pages has increased dramatically over the last few years. But, while the volume of leads is up, the quality is down. Often sales is spending too much time chasing unqualified leads, creating the need for an effective system to rank, or score, leads.

How leads are scored can create tension between marketing and sales. Marketing asks why sales doesn't quickly follow up on all leads sent to them, while sales asks why many marketing leads are low quality. Furthermore, sales seems to only care about the hottest A leads, so what about B and C leads?

Two central questions businesses must answer are:

How should leads be scored so they can quickly be translated into sales?
How should B and C leads best be nurtured?

Lead Scoring - The Marketbright Advantage

One of Marketbright's key strengths is scoring leads so only the best leads go directly to sales. Marketbright's platform automatically sorts and prioritizes leads based on customizable rules. A leads can be sent directly to sales, while B, C, and D leads can be routed back to Marketing for more nurturing. Sales and marketing can work together to create lead scoring rules, and as a result can agree on what constitutes a good lead, thus reducing friction between the two departments.

Marketbright's lead scoring system features:

Highly customizable rules to generate more accurate lead scores.
Intelligent monitoring of customer activity, including web pages visited, time spent on the site, and visits from multiple people from the same company.
Validation of data entered onto lead forms helps weed out inauthentic leads by scoring them lower.

	Subscribe to our monthly newsletter

Lead Scoring

Contact Us