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6 Key Reasons Lead Scoring Should be a Top Priority

In tough economic times and sales pressured more and more to break the logjam Cheap Penguins Jerseys , sales lead scoring may well be the magic that changes everything. Read on.

Have you ever had a lead that didn’t go anywhere? It just sat there taking up space, time and resources. Sound familiar? Lead scoring can change that.

Lead scoring is a marketing and sales management technique which identifies hot leads, funneling them into sales for conversion Cheap Zachary Lauzon Jersey , and identifies warm or cold leads, sidelining them for nurturing. Lead scoring involves assigning points to leads based on pre-defined criteria.

If you’re new to the idea of lead scoring, no doubt you’re starting to get excited by this concept. Imagine being able to tell which leads are ready to buy Cheap Ryan Reaves Jersey , which ones are only in a holding pattern perhaps doing research, and which leads will likely remain cold forever. Lead qualification is an important part of lead management technology.

1. Explicit information scores act to ballpark a lead. Any lead may give you information about their company size, industry segment and their job title. This data can be misleading鈥攅ither over inflating their company or themselves Cheap Carl Hagelin Jersey , or undervaluing their potential鈥攂ut likely gives you enough information to know whether or not they could be a hot lead.

2. Implicit information scores help refine the temperature assessment of a lead. Explicit, self-supplied information can fudge the overall picture, but actions never lie. Does the lead visit the company’s website numerous times? Do they click on links in emails? Do they respond to emails? In other words Cheap Josh Archibald Jersey , do they behave like a hot prospect?

3. Sales no longer spins their wheels on unqualified leads. With the right combination and weighting of explicit and implicit scores, only the truly hot leads are sent to sales. Let’s give a B2B example. The junior manager who is fishing for information to impress their VP may be a warm or even a cold lead. They may only visit the website once and may never answer any emails. The mid-level manager who is tasked with research and acquisition, on the other hand Cheap Daniel Sprong Jersey , will be making a decision and needs to gather as much information as possible in a short period of time. Their behavior is quite different.

4. Warm and cold leads are nurtured toward hot lead status. Sales is not equipped to spend a lot of time nurturing leads. With quotas and deadlines looming, who can blame them for ignoring such lackluster potential? Having a separate unit keep tabs on the warm and cold leads, and if you apply demand generation techniques Cheap Carter Rowney Jersey , these undesirables can be converted into tomorrow’s hot prospects.

5. Sales forecasting gets a boost in accuracy. By segregating your leads into various categories of warmth, you can know just how full your pipeline really is. Your quotas will prove to be more realistic and achievable, and your sales force will thrive.

6. Lead scoring can be outsourced. Imagine that. You can have all of the benefits of lead scoring Cheap Antti Niemi Jersey , lead qualification and demand generation, and not be burdened with the infrastructure overhead. You don’t have to do it all in-house.

Donell writes articles for VenderePartners

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BEIJING， Nov. 11 (Xinhua) -- Thirteen minutes after touching a screen， a buyer surnamed Huang in Foshan City， south China's Guangdong Province， received the juicer he ordered on China's largest e-commerce platform Alibaba， the first parcel delivered on the platform on this year's Singles' Day shopping spree.

Huang is one of the hundreds of thousands consumers staying up all night for online bargains on Singles' Day， China's annual online shopping fiesta.

As orders keep pouring in， sales on major e-commerce platforms across China quickly broke last year's records.

The first 10 billion yuan (1.47 billion U.S. dollars) was achieved in just six minutes 58 seconds on Alibaba， almost six minutes faster than last year. Just before 3:20 p.m.， the number had surpassed 91.2 billion， the whole-day sales volume for last year.

Other online platforms such as JD， Gome， and Suning all exceeded previous records in the first few hours.

Seen by many as China's answer to Black Friday in the United States， Singles' Day has grown into a huge battle for market share among Chinese e-commerce companies.

The born-in-China shopping spree has now spread its name worldwide， with Alipay， China's largest online payment platform， now available in over 200 countries and regions， supporting transactions in 18 currencies.

Hu Bingjie， 22， read the message， among many online queries， as it came in. "Can you speak English?"

A buyer in Thailand had ordered 25 items of childrens clothing from Hu's store and was poised to pay a 355 yuan delivery fee， but wanted to pay cash on delivery instead.

"If you want direct delivery you have to pay in advance，" Hu replied， using a translator.

While overseas consumers are getting more skilled at digging for bargains on Chinese websites， domestic shoppers enjoy a wider variety of foreign produce thanks to the publicity of Singles' Day in overseas media.

This year， JD has worked with global supermarket chain Walmart to offer Chinese buyers quality overseas products. It has also inked partnership with Japanese logistics firm Yamato to speed up cross-border delivery.

At this year's G20 meeting， Alibaba forged collaboration with Canadian and Russian companies to expand its presence overseas. It also invested in Singapore Post to target consumers in Southeast Asia.

With easier access to overseas products， it is estimated that China's e-commerce market still has room to grow.

According to Internet industry research agency iResearch， China's online shopping market's.

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