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How to Score Hottest Leads to Up Your Chances of Sale

Implement a Data-Driven Lead Scoring Template So That You Can Know Which Leads are Ready to Purchase

How to Score Hottest Leads to Up Your Chances of Sale

Implement a Data-Driven Lead Scoring Template So That You Can Know Which Leads are Ready to Purchase

Attracting leads who are interested in buying your product or service is often the first and most crucial step toward building a business.

Once you’ve got a pipeline full of leads, though, it can be overwhelming — who should your marketing team pass on to your sales team? Who should your sales team follow up with first? How do you make sure your sales team is spending its time most efficiently by focusing only on those most ready to buy — and ensure they reach out before those leads lose interest?

It’s a good problem to have, and it’s also very common.

Ready to focus on your hottest leads?

Learn how to implement automated lead scoring and lead routing best practices to reliably route hot leads to your sales team.

Ready to focus on your hottest leads?

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Learn how to implement automated lead scoring and lead routing best practices to reliably route hot leads to your sales team.

There’s Often a Disconnect Between Your Lead Generation and Sales Efforts.

Whether you have a marketing and sales team or you’re a solopreneur doing it all, it’s important to ensure your marketing lead generation efforts tie seamlessly into your sales and closing efforts.

In a survey of over 140 executives, 46% claimed that the communication between their sales and marketing teams was a top challenge for them. Somewhere between the acquisition of the lead and point of contact for the sales team, something is going wrong, causing lost sales.

Whether you have a marketing and sales team or you're a solopreneur doing it all, it's important to ensure your marketing lead generation efforts tie seamlessly into your sales and closing efforts.
Even if they are in sync, there can be other disconnects. 61% of those polled stated that misleading buyer signals was a top challenge. Some leads may display signs of being ready to buy, when in actuality they aren’t committed, can’t afford the product/service, or accidently sent the wrong signal.

Overcome These Challenges by Implementing a Data Driven Lead Scoring Template

Beyond the challenges between marketing and sales teams, the biggest challenge for 64% of those surveyed was simply a shortage of customer data. Most businesses just don’t know when to contact their leads at all — they haven't set up lead scoring and lead routing best practices and they have no way to determine who is ready to buy and who is just browsing.

Insight into your customers — such as their demographics, interests, and what actions they typically take with your marketing efforts — is crucial for understanding how to attract more customers.

When you have this information, you can come up with a lead scoring template, which assigns points to leads based on their demographics, interests, actions or any other qualifiers you dictate. You’ll assign higher point levels to things that signify high levels of interest. For example, if your clientele is often from a certain geographic location or has a specific job role, your leads who match that criteria will receive higher points. As your leads interact with your website, engage with email content and fill out forms, all data is captured and taken into account to give these contacts a score to rank them.

You’ll then be able to see quickly which leads are most qualified and ready to buy — and your sales team members will know who to spend their time following up with. This means no more miscommunication between your sales and marketing teams as both can now see which leads are the most promising, and there is a lower risk of misinterpreting buyer signals. Your team won’t have to base decisions about who to follow up with on instinct or guesswork — they’ll have data to go on.

Lead Scoring Works — and the Data Proves It.

With today’s technology, roughly 86% of marketers are currently using lead scoring as part of their strategy. 74% of these marketers have rated the effectiveness of their lead scoring systems as “somewhat to highly effective.”

As Linda West, Director of Campaign Operations at Glassdoor, has said, “Lead scoring helps companies predict where a buyer is in their purchase journey. This enables companies to meet the buyer’s expectation by intelligently tailoring communications and facilitating seamless handoffs between marketing and sales.”

With a data driven lead scoring template, you will:
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Save time for you or your sales team by having them call ready-to-buy leads instead of calling or following up with dead-end leads
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Make more sales with minimal manpower so you can focus resources on other aspects of your business
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Create a unique sales experience for the most engaged prospects, improving future engagement, sales and repeat business to boost immediate ROI and recurring revenue
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Stop searching through all of your contacts to find hot leads or guessing whether an individual contact is ready for sales attention so your team can achieve maximum efficiency
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Increase conversion rates, since the leads who do end up with your sales team will already be ready to buy

Lead Scoring Works — and the Data Proves It.

With today’s technology, roughly 86% of marketers are currently using lead scoring as part of their strategy. 74% of these marketers have rated the effectiveness of their lead scoring systems as “somewhat to highly effective.”

As Linda West, Director of Campaign Operations at Glassdoor, has said, “Lead scoring helps companies predict where a buyer is in their purchase journey. This enables companies to meet the buyer’s expectation by intelligently tailoring communications and facilitating seamless handoffs between marketing and sales.”

With a data driven lead scoring template, you will:

check_circle

Save time for you or your sales team by having them call ready-to-buy leads instead of calling or following up with dead-end leads

check_circle

Make more sales with minimal manpower so you can focus resources on other aspects of your business

check_circle

Create a unique sales experience for the most engaged prospects, improving future engagement, sales and repeat business to boost immediate ROI and recurring revenue

check_circle

Stop searching through all of your contacts to find hot leads or guessing whether an individual contact is ready for sales attention so your team can achieve maximum efficiency

check_circle

Increase conversion rates, since the leads who do end up with your sales team will already be ready to buy

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Ready to focus on your hottest leads?
Learn how to implement automated lead scoring and lead routing best practices to reliably route hot leads to your sales team.

Frequently Asked Questions

I’m new to sales process automation — what is it, and why is it such a big deal?

There are lots of time-consuming sales tasks that Ontraport can do for you automatically. Our sales process automation tools can follow up with your leads, keep your pipeline organized and moving, manage your team’s workload and more. Then you can spend more time doing the work that matters most: actually selling your product or service.

I want to get more conversions, but I’m busy. Does Ontraport have any done-for-you sales funnels?

Ontraport has a whole library of prebuilt funnels, so you can get up and running without learning all the ins and outs of the platform. You can launch an entire sales funnel, follow up with leads, segment your list of prospects and more — and each system only takes minutes to launch. The best part is, you’ll get a Setup Wizard that walks you through every step.

I want to give my leads the best experience possible, even as I grow. Can Ontraport handle personalization at scale?

Ontraport is built to grow right alongside you, so it’s easy to create a personal sales experience for every lead on your list — no matter how big your business gets. Since all your sales data will be stored on one centralized platform, you’ll have everything you need to deliver more engaging, more effective experiences across every channel. 

My business uses outbound lead generation to find customers. Can Ontraport help with that?

Ontraport is great for driving both inbound and outbound sales. We have lots of tools to deliver personal, multi-channel messages and connect you with all the right leads at the right times. Plus, you’ll get all the tracking features and KPIs you need to measure and optimize results.

I want to use Ontraport to manage my B2B customer journey and B2B sales funnels. Will it have all the features I need?

Ontraport is perfect for nurturing B2B customers throughout your sales process. You’ll be able to keep all your deals organized, offer more personalized follow-up, keep your team on the same page and more. And with multiple sales pipelines, you can even view and manage every step of your B2B sales process from one screen.

I like the idea of done-for-you sales funnels, but what if I want my campaign to work differently than the template?

Ontraport’s sales pipeline software and prebuilt funnels were built based on feedback from thousands of business owners, but of course, everyone likes to — and should! — put their own spin on things. You can easily adjust any part of these funnels — the copy, design, automation settings and more — however you’d like. You can also skip these systems and start from scratch to build anything you can imagine.
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