How to prioritize your leads

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This is what will differentiate your marketing qualified lead (MQL) from your sales qualified lead (SQL). When a lead moves from the MQL to the SQL state, it’s up to sales teams to engage to make the sale.

Therefore, to avoid wasting your teams' time, it is essential to have determined in advance whether these are hot leads, cold leads, or leads that are no longer actionable.

This will avoid frustration for salespeople and marketers.

What are the objectives of lead scoring?
Awarding points is all well and good. But what's the point? Simply to enrich your database and optimize your conversion rate.

Three main objectives stand out:

Create and refine your nurturing scenarios to deliver the right content at the right time
Define precise calls to action that take your potential client to the next step in your canadian cto cio email list conversion funnel
Improve your lead retention with an effective workflow from start to finish You are now familiar with the concept of lead scoring.
The theory is great, but what about putting it into practice?

The steps of lead scoring – Okedito
What criteria should you use to organize your own lead scoring?
There's no point in rushing, you need to draw up a map. First, map out the user journey and identify the actions your prospects will take on your website. To do this, you can consult our article on lead marketing .

Whether they are in an interested, engaged, or exploring phase, they must interact at some point with the content you push to them.

For each interaction, assign points. We will return to this point later.

First, let's look at how to define the exact maturity level of a lead, based on several criteria:

Behavioral lead scoring
It's simply the way your prospect consumes the information on your website. For any action they take, your system will award them more or less points.

Here are some examples of behaviors that should be “rewarded”:

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