Recently, I’ve spoken with a few clients about lead scoring. If you have too many leads and not enough sales capacity to call each one in a timely manner, lead scoring is a great way to optimize your efforts. You can use it to triage your list of leads and to reach out to your most qualified contacts first.
In this post, I’ll introduce the concept of lead scoring. I’ll talk about how it works, whether or not you need it, how to think about using it, and what to do after you’ve set up your scoring parameters.
Since I started my inbound agency, I’ve been experimenting with different ways to explain to people what I do for a living. A typical response might look something like this:
I help small and medium-size businesses increase their website traffic, generate more qualified leads, and nurture those leads more effectively to close more business.
Inevitability, I end up mentioning the term inbound marketing.
In my two years as an inbound consultant and Academy team member at HubSpot, I spent the majority of my time on the phone, consulting and teaching inbound marketing.
I spoke with CEOs, CMOs and Marketing Directors about how to best weave HubSpot – and inbound marketing – into their current marketing and sales processes. Many of the customers I worked with saw amazing results even after just a few months of tactical content creation and conversion optimization.