Services
Lead Scoring
Lead Scoring is where the rubber meets the road in sales and marketing alignment. Scoring leads so that they can be effectively prioritized by both sales and marketing is essential to providing customized real-time follow up. Prospects today are overwhelmed with information and hence have a limited attention span. Follow up must be immediate and accomplishing this for high value leads can only be done via effective Lead Scoring.
In conjunction with designing and implement a lead scoring process it is vital to ensure that there is an effective lead nurturing program.
Basic lead scoring can be implemented using Salesforce.com (lead and contact formula fields, workflow rules) but it is highly recommended that a marketing automation system be used.
Using a Marketing Automation system Tailwind can build an advanced automated lead scoring system (BARDS) that not only incorporates standard BANT qualification criteria and static demographic data but also includes dynamic digital buying behavior (e.g. website visits, collateral downloads, search phrases, email click-thrus). This is increasingly important since sales can no longer control the information flow to a prospect it is vital that they have all the tools available to recognize hidden buying interest.
Sales alerts can be triggered when a highly scored leads exhibits certain behavior.
Effective lead scoring and rating programs can dramatically improve lead qualification, cost per opportunity and shorten sales cycles by focusing the sales team on high value leads and allowing marketing to nurture the others.
Other team building and sales mentoring services include:
- Sales Rep skill evaluation
- Ideal-hire profiling and recruiting process development
- Resource alignment and territory mapping
- Remote office development
- Sales training programs
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