Most important factors for determining lead quality

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Lead scoring is the process of determining the quality of leads you generate from various marketing campaigns. Before you begin, however, you should look at what makes a high-quality lead.

Simply put, a high-quality lead is a person who is part of the target group you have defined or who matches your buyer persona. The quality of a lead can be assessed using the following parameters:

demographic data (location and preferred language)
firmographic data (company size, position in the company, annual turnover and industry)
Behavioral data (number of views of your pricing information, downloads of restricted content, number of emails opened, participation in a webinar, interaction on social media, requesting a product demo)
Once you know what parameters make up a high-quality lead, you can assign a certain score to each factor and develop a more accurate lead scoring system.

Lead scoring done right
lead scoring strategy

To evaluate leads and analyze their quality, you need a clearly defined and well-thought-out strategy . This usually includes the following steps:

Create a target group profile
Before you can develop a lead scoring system, you need to know what italy number for whatsapp your ideal customer looks like. It can be helpful to analyze your existing customer base and identify parameters such as the most common positions in the company, industries, locations, company size, and other demographics.

With a CRM platform like Act! CRM, this step is particularly easy because Act! serves as a central database for collecting and analyzing customer data – including past purchases, customer service interactions, and online behavior.

Many CRM systems also integrate with analytics tools so you can see customer behavior across different channels, giving you a more holistic picture of your ideal customers.

Obtain information from sales team and customers
Your CRM data will tell you which attributes and behaviors are most likely to lead to a purchase. Go a step further and survey your sales professionals and executives about this topic.

Because your sales team members deal directly with customers, they know what motivates them to make a purchase. Perhaps they've noticed that leads who read a particular case study on your website make a purchase within the next two days.

You should now have a complete picture of all the touchpoints where your customers come into contact with your company during the buying process.