Prioritizing Leads

Most sales organizations rely on their marketing team to carry the “burden” of lead generation. Numerous lead sources exist, making sorting and prioritizing leads challenging for marketers. We know many marketers struggle prioritizing leads as experts sight 80% of all marketing leads passed to sales are unqualified. How can marketing prioritize leads?

The answer is, with lead scoring. Lead scoring technology automatically qualifies a lead. In practice, the higher a lead score the more qualified the leads is. More importantly, the lead score is a measure of how interested the lead is in your company’s offering. It also helps sales and marketers understand where the lead is in the B2B buying process. A lead score tells a marketer when the lead is ready to be handed to sales. Prioritizing leads using lead scoring helps sales understand who’s hot and who’s not.

In conjunction with Software Advice, Mac McConnell, partner and founder of BlueBird Strategies published a three part series covering lead scoring. We’re delighted to share the first session with you, which covers lead scoring and how to prioritize leads. Mac also talks about the “Buddha Funnel”, where leads get stuck in the pipeline.

How to Prioritize Leads, by Mac McConnell:

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Mac uses sales pipeline stages to help marketers understand how they can “stretch out” the pipeline to accommodate marketing’s increased involvement in prioritizing leads for sales.

We’ll also point out that Mac uses terminology that may be foreign to many marketers, such as MQL and SQL. Check out our post on sales pipeline stages for further explanation of these terms. If you’re interested in learning how Lead Liaison’s technology can help your organization start prioritizing leads and nurturing leads through the “Buddha Funnel” we welcome your inquiry.

We welcome your feedback, comments and suggestions. How is your company prioritizing leads?

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