In Portuguese, Lead Scoring means “lead scoring”, and its role is precisely to score actions and information from leads in order to understand the situation of your base and find where your business opportunities are.
The tool is based on two axes, one of profile and the other of interest. The profile axis seeks to identify, through the information collected, the potential of the lead to become our customer. The interest axis seeks to interpret the behavior of the lead to understand where they are in the purchasing journey.
With this information, marketing and pre-sales teams direct moving leads email list can mine truly qualified leads that are ready to close a deal for the sales team. As a result, there is an improvement in performance across all sectors.
2. Inbound Sales
Inbound Sales involves keeping the sales team working from home and using communication technologies to hold meetings, give demonstrations and close deals. This way, in addition to having greater control over the team's performance, we have a significant reduction in costs generated by traveling to potential customers.
In the same way that Inbound Marketing brings advantages in relation to analysis and predictability of results, Inbound Sales also comes in the line of measuring the funnel and bringing an analytical vision that allows the systemic optimization of the sales process.
READ MORE: Inside Sales: What are internal sales?
To analyze
One of the main advantages of Digital Marketing is the ability to accurately evaluate your results and prove the return on your investments based on facts. The analytical possibilities of Digital Marketing are responsible for feeding back into the entire Inbound Marketing process.
It is possible to monitor every action that occurs in your audience's interactions with your websites , posts and campaigns, which makes the work smarter. In addition, the entire process can be optimized by detecting rates that are below expectations to direct the marketing team's efforts.
Tools like Google Analytics and CRM software itself help generate data and reports to analyze Inbound actions and campaigns. In addition, a CRM also helps centralize access, keeping everything securely in the cloud and allowing important data to be accessed from anywhere – including in that face-to-face meeting with the client.
As a bonus, the platform also supports important decision-making through its data intelligence. This is because CRM provides the possibility of establishing and monitoring performance indicators at various levels and of having a greater sales forecast. In practical examples, we can say that companies that use CRM improve their sales forecast by 40%, improving their inventory management and employee occupancy rate.
READ MORE: Mobile Marketing: how to do it?