Anyone already familiar with formulating strategies to sell through digital marketing knows the importance of Lead Scoring . After all, we're talking about a lead classification technique in order to optimize the performance of sales and marketing teams.
This is a strategy widely used in inbound methodology , but it still raises numerous questions about its practices.
Want to know more about the subject? Check out today's post then!
How important is Lead Scoring?
In a practical way, Lead Scoring ends up helping the marketing and sales team a lot, as it can provide a greater number of sales from the same set of leads.
In a free translation, the term means "lead scoring," and it aims to establish a classification process in terms of leads' readiness to buy, based on criteria and values pre-established by the company. This results in a final score or classification for each potential customer.
When implemented efficiently, we achieve three important results with lead scoring, which are:
- Much faster, more practical, assertive and efficient lead analysis;
- The processes for segmenting and characterizing lead types become richer. This is because, through lead scoring, more targeted communication becomes possible based on the profile/interest of each lead;
- The hottest and most qualified leads are delivered to the sales team.
In other words, through lead scoring, the marketing team is able to carry out its activities in a much more optimized and intelligent way, while the sales team receives even better opportunities that are more likely to convert, thus favoring and speeding up the buying journey.
Main benefits of Lead Scoring
Knowing the importance of lead scoring for a company that wants even more quality in its lead base, it is not difficult to identify its main advantages and benefits.
See below what they are:
1. Greater productivity of the sales team
As seen, lead scoring helps the company understand if a lead is truly qualified to purchase its product or service. This improvement in the lead qualification process is essential for the sales team to receive better data and information about leads, making the sector even more agile and productive for the company.
2. Reduction in the sales cycle
In case you don't know, the sales cycle is nothing more than the time it takes a sales team to close a deal from the moment the lead is approached for the first time, until the conversion actually takes place. be carried out.
Therefore, when we invest in lead scoring, we reduce this necessary sales time, making conversions faster.
3. Churn Reduction
In general, a business's churn rate is usually defined by the percentage of customers who stop engaging with the brand. Also known as the churn rate, when we have a reduced churn rate, we have more opportunities. And lead scoring can promote this very well, since it helps to find good customers who are a real fit for the brand.
4. More satisfied customers
If your company tends to target the right customers to do business with, this means that your brand will tend to produce even more satisfied customers. After all, we are relating to the client or ideal target audience. Therefore, lead scoring offers the possibility of attracting qualified customers, with greater purchasing intentions, closer to the business, guaranteeing excellent satisfaction rates.
5. Generates competitiveness
As a result of all the benefits and advantages mentioned above, we arrive at a crucial point for any business: competitiveness. Since lead scoring promotes the optimization of collecting and managing more qualified leads, the tendency is to increase profits, standing out from the competition and raising authority in the segment of operation.
Why use a CRM to qualify leads?
With the increasing technological development in the market, we can see the emergence of various tools capable of further automating sales and marketing processes.
In other words, through an automation tool, we can accelerate and improve a business’s lead qualification process. And we can do this efficiently with the use of a CRM. When we use this tool, we obtain excellent features, such as the automatic capture of lead information, so that sectors do not need to waste time searching for the right information.
Additionally, there are CRM tools that make it possible to track a specific user's activities on social media. When the brand has this type of information at hand, it can create strategies to reach these people and make the conversion process even faster and more fluid. Not to mention the reduction in costs with human capital, machinery, among other processes.
Lead Scoring and CRM
How is it possible to classify Leads through BITRIX24 CRM?
O Bitrix24 It is a highly flexible and efficient CRM when it comes to lead generation, sales automation, and customer communication.
Through the platform, sales and marketing teams can intuitively and quickly manage their customers' sales funnels, automating this process to generate even better sales and relationships.
Furthermore, the Bitrix24 It is completely cloud-based, meaning you do not need a local server to access the platforms and data that is collected and generated automatically.
Through AI24 score o Bitrix24 It provides a system that can analyze all the data in the CRM and show the probability of success for both leads and future deals.
AI24 score on Bitrix24
You can access information from anywhere in the world, just by having an internet connection. Thus, both the marketing team and the commercial team can carry out their work locally or remotely, regardless of the work model offered by the business.
Therefore, the Bitrix24 is an excellent tool for managing and organizing your budgets, contacts, businesses and any activities that are related to the commercial sector, featuring RPAs and, mainly, marketing automation.
What information participates in the analysis?
- Source, date, and time of lead or deal creation.
- Values for all fields and the changes made.
- Total number of calls, emails, and messages from open channels.
- Customer journey and its type (initial or repeated).
In addition to this Ai24 Score feature, the Bitrix24 It also allows for Lead Scoring customizations through automation of the company's business processes.
Discover how our AI solutions can transform your business, from process automation to creating customized applications and customer service. Contact us.
