The quality of leads has long been a source of friction between marketing and sales. 

What if you could transform your dissatisfaction into contentment?

How? 

Through the use of marketing automation software.

The ability to qualify leads is one of the features that our sales team appreciates in marketing automation.

Lead scoring and lead grading are two common ways for validating leads — that is, deciding whether or not a lead from your marketing team is worth passing on to sales. It’s crucial to know the difference between the two.

Lead scoring:

The technique of providing a numerical score to leads to indicate their amount of excitement in your item or brand is known as lead scoring. You can provide points to the activities you think the most important, such as reading the pricing page or requesting a trial, to give your leads a score. This will show how active they’ve been as well as their level of curiosity.

Lead grading:

Automatically assigning a letter grade (A — F) to leads based on a variety of parameters. Lead grading ensures that leads supplied from sales to customer service are a good fit for your company.

Marketers can utilize these scores and grades to automate the lead assignment process, ensuring that only leads that achieve a certain score and grade are forwarded to sales. Only the best leads will be selected.

  • Get Your Business Off To A Good Start With Sales

Working with your sales team to establish lead scoring and grading standards for qualifying prospects is critical. Because your sales team interacts with clients on a daily basis, they will be your best resource for determining which actions best qualify a lead.

You should also work together with your sales team to establish when the lead should be passed from marketing to sales. Being thoughtful about this phase in the buying process ensures that leads don’t fall through the cracks and that your clients have a pleasant experience.

  • Know your buyer’s profile

Examine each of the criteria you’ve outlined with your sales team in addition to the A+ score listed in a prospect’s record.

What type of buyer are you looking for? 

Are you dealing with a B2B or B2C organization, for example? 

How long does their sales cycle last?

Is this person in charge of the company an executive or a director?

If your sales and marketing teams haven’t yet created buyer personas, now is the time to get started! 

Remember the following key steps:

  1. Take note of who will be the most benefited by your product.
  1. Give each of your personalities a unique name.
  1. Make a list of their requirements, issues, and how your solution may assist them.
  1. This requirement should be double-checked to avoid future issues.
  • Understand The Distinction Between Interest And Intent

A short look at your prospect files will tell you everything you need to know. Take a check at your lead’s activity on your site to see what they’ve been up to.

Are white papers, blog posts, and webinars on their radar? 

This type of activity suggests that people are interested in your business, but it doesn’t necessarily mean that they’re ready to buy.

A lead who visits your pricing page or requests a product demo on your website, on the other hand, is demonstrating intent. These are your more enticing leads!

To prioritize the highest-quality leads, make sure your scoring model gives these intent signals greater weight.

  • Check To See If You’re Selling To The Right People

You can also find this information in your prospect files.

Even if a lead’s score and grade are exceptional, you don’t want to send them to your sales team if they’re merely an intern.

Before moving these prospects on to sales, make sure your grading criteria include “job title” to ensure they are in a position of influence.

  • Make Use Of Your CRM Information

Using the lead and contact status sections in your CRM, double-check that no one on your sales team is actively working with another lead from the same organization. To ensure the best client experience, always have the same rep follow up with the same lead.

  • Use Artificial Intelligence To Your Benefit

Artificial intelligence isn’t something to be afraid of (AI). When it comes to verifying leads, AI provides a competitive advantage that others may not have.

The Lead Scoring feature identifies leads who are a good fit for your firm based on their persona. It integrates sales and marketing to make your job feel more seamless, as well as other obligations, such as:

Choosing which leads to pursue and where to concentrate your efforts

Leads are scored based on how closely they match your company’s successful conversion trends.

  • Lead Qualification that is Automated

Let’s pretend there’s a B2B SaaS company that provides a platform for eCommerce businesses to manage merchandise across numerous channels.

This company, like many B2B SaaS companies, offers a product demo as part of its marketing and sales funnel. They also discover that their sales team isn’t making the most use of their time, delivering demos to unqualified prospects and failing to follow up with their ideal leads quickly enough.

From 2 hours after someone requests a demo, this SaaS company notices a 50% decline in response rate. They must immediately determine whether a lead is a suitable fit and take action.

When this SaaS company’s marketing and sales teams receive a new notice in a channel, they see an instant profile summary of that lead, complete with links to their entire profile and activities.

What’s the end result?

Sales and marketing teams have complete insight into the same unified collection of data.

Conclusion:

Your next big deal will be decided by how well your marketing targets the correct consumers, followed by how well your sales staff seal the deal. It’s a never-ending pursuit that can be aided by the correct instruments. We, Aiozium are your deal breakers. 

If both teams squander time on manual chores, the corporate budget may as well be thrown out the window.

To summarise, ditch the manual transmission and opt for a fully automatic vehicle with us.