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Establishing a Lead Score

As a company’s lead scoring requirements become more complex, a best practice is to design a system that produces a numerical value identifying a lead as qualified and ready to distribute to sales.

Lead score ranges also determine whether to send a lead to the company’s field sales organization, inside sales or to a reseller/channel partner. It also determines whether to pursue the opportunity or to not pursue it.

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Posted by on in Sales Lead Management
Today sales leads are more valuable than they’ve ever been.  Treated as “priceless” they deserve respect.  Understanding and analyzing a lead just makes good business sense and the smart companies implement a lead scoring methodology that fits the dynamics of their sales and marketing organization.
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Posted by on in CRM
Customer Relationship Management software, or CRM, optimizes performance in the areas of sales and marketing.  This system allows a company to view its sales prospect activity, and presents an all-encompassing view of a company’s customer base.
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Managing the Pipeline is critical to the two segments covered in our previous blogs: Part I and Part II: Increasing Sales Productivity using the best SFA and choosing the most appropriate Sales Methodology for your company.

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