High-investment, high-strategic priority, such as heavy equipment

[[email protected]]

Do you have leads interacting less frequently on your site since their first interaction with you? You can deduct certain points after specific periods, say every 15 days. This strategy can help your sales team prioritize leads that are highly engaged and interested in your business.

4. Engagement model
This lead scoring model is similar to the online behavior model. The difference, though, is that the engagement model looks at how a lead is engaged with your campaigns. The more engaged they are, the more likely they are to convert.

If you’re running email campaigns among your newsletter subscribers, you can score them according to how engaged they are with your emails. Do they open your emails or click through the links within the email? Do they scroll to the bottom of the email?

Engagement behaviors like email open rate and click-through rate indicate how a lead engages with your business and how likely they are to convert.

5. Authority level model
In B2B sales, the million-dollar question is, “Who’s the decision maker at your target companies?” The answer depends on your offering and your intended clientele.

Your company’s budget and the position’s strategic relevance will determine how much weight you give to a person’s job title and degree of seniority. To find the right decision-maker at your target company, you should first figure out if your offering is:

High-investment, low-strategic priority services like utilities
Low-investment, high-strategic priority like security compliance certification
Low-investment, low-strategic priority items such as company stationery
Evaluating the influencers in your sales cycle is kuwait mobile numbers much easier after you have a firm grasp on the market segmentation that best describes your product or service.

DOWNLOAD
Want to learn from the masters?
The Sell to Win Playbook collects 55 of the best expert sales tips we’ve ever published. Download it today!

GET THE PLAYBOOK

the Sell to Win playbook 55 expert sales tips to drive your success
5 lead scoring best practices
If you’re looking to get started with lead scoring, here are some best practices you can do for your business:

1. Consider using more than one leading scoring model
Do you offer more than one product or service? Create multiple lead scoring models for different products if each product has different ideal customer profiles.

Because the buyer persona for each product is unique, they have different demographics, online behaviors, and engagement. It makes sense not to use a generic scoring model for various leads.