Last updated on
2024年10月3日
You're struggling with low conversion rates. How can you tweak your lead scoring system for better results?
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Dive into the heart of your sales funnel: How have you refined your lead scoring to boost conversions?
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Before taking any action, you need to conduct a root-cause analysis to investigate the real reason why the win rate has decreased. It could be anything: the performance of a specific employee, issues with leads from a certain source, a drop in conversions at a particular pipeline stage, and so on. If the problem is related to the scoring system, you need to analyze a significant number of lost deals to understand why this is happening. Additionally, even with a great scoring system, the final decision on whether a lead is a potential opportunity or should be disqualified is made by the sales rep.
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Sales numbers are Tangible and it requires meticulous planning and action !! If positive sales are happening , it has a logic and if negative or low sales are happening. It has also have a logic !! Sales leaders must understand Market dynamics , consumers choices and preferences !! Various input costs and analysis / Analysing competition in Macro and Micro dynamics is a must for right evaluation ! Sales Leadership team should spread positive approach in analysing Teams performance / Skills development / Handling Customers / Meeting Business deliveries on time with Collaborative approach ! Team must understand Products USP and start building aspirations towards the customers at large through relevant Data or information !!
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Core qualifying criteria are DM - Are you speaking to the decision maker Need - Do they have a need you can / want to fill. Urgency - Is there a genuine driver for a short buying window. Budget - Can they afford you. If you'll focus on your BANT, you can make your conversion rate better.
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To increase conversion rates, improve your lead scoring system by adding demographic and behavioural data. Give greater marks to leads who demonstrate significant involvement, such as frequent website visits or content downloads. Use negative rating for disengaged behaviours. To maintain accuracy, the scoring criteria should be reviewed and adjusted on a regular basis using conversion data. Align your sales and marketing teams to achieve uniform lead evaluation and follow-up. Use automation techniques to simplify and maintain efficiency.
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Before tweaking the lead scoring system for better results, it's important to first assess the current scoring model's alignment with customer behaviors and business goals. Consider incorporating dynamic behavior-based scoring and account-level engagement for more accurate insights. Leverage AI-powered predictive scoring to detect conversion patterns, and apply segment-specific criteria for targeted prioritization. Adjust scoring based on disinterest signals and time-sensitive engagement, while continuously refining through sales feedback to ensure only the most qualified leads are pursued.