We’ve discussed the importance of aligning your sales and marketing teams, but if you want to get the most out of this partnership you’ve got to have a lead scoring system in place. Lead scoring refers to how you rank your prospects as they travel through the sales funnel. In many cases, sales and marketing departments have their own lead scoring system, which can result in disjointed communication, oversight and losing out on valuable leads. Pete Owings explains the details of lead scoring on Inbound Marketing Agents.
One of the most important facets of inbound marketing includes attracting your ideal customer. These people are using their most valuable resource, time, to look for a solution to their problem. This can be a service, a product or just knowledge that helps them in some way.
If I am searching for something on the Internet, I can very quickly determine a couple of companies that can meet my needs. But finding out the subtle differences between the companies and their products can be time consuming. Then I need to figure out whether or not their product is what I need.
Let’s face it, if I am at the awareness stage of the buyer’s journey where I am just researching my options, I do not want to receive a phone call from the sales rep. It is a waste of both of our times.
However, if I am at the decision stage of the buyer’s journey, the company who reaches out to me, shows me the best customer service, and who addresses all of my concerns will most likely get my business.
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