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Tag: Persona

  • The Secret to Successful Lead Scoring

    Lead scoring is the scale against which an organization can perceive the value of its prospects. Successful lead scoring leads to increased sales efficiency and effectiveness as well as tighter marketing and sales alignment.

    There are 2 fit categories that define the success of lead scoring: Explicit and Implicit. The secret to successful lead scoring

    Here is an excerpt from our soon-to-be released white paper on persona-based lead scoring:

    “Explicit lead scoring refers to declarations about demographic data, which are indicative of one’s profile. BANT components are largely explicit in nature and are dependent on self declaration. So, they are limited to the extent of anonymity the lead wants to have…Implicit scoring signals refer to behavioral activities such as visits to product pages, thought leadership articles and others, which are generally segmented into early, mid and late stage content”.

    Interested in knowing more? Watch out for our white paper on persona-based lead scoring…

    Image source: galleryhip.com

  • The Importance of Persona-based Lead Scoring

    Importance of Persona-based lead scoring

    According to Aberdeen research, companies that get lead scoring right have a 192% higher average lead qualification rate than those that do not.

    A lot is being said and done about lead scoring. Every week, we receive an alert on a white paper (sometimes well researched, sometimes not) that is solely based on the concept of lead scoring.

    But another concept is picking up steam now and that is, persona-based lead scoring. Check out this excerpt from our white paper on persona-based lead scoring, that will be released soon:

    “Marketing has always been an extension of the dialogue between buyers and sellers. Enter the information age. The marketer faces challenges of identifying preferences, content and geo market-centric personalization, which would complete this dialogue. Implementing a persona-based lead scoring system will help you classify leads based on their behavior and demographic details.

    Based on their buying influences, different prospects have different approaches. Here is an example: prospect A visits your website’s home page, but prospect B goes to your product page directly and fills a form. Prospect B has displayed more interest by checking out your product. With persona-based lead scoring, depending on the persona prospect B belongs to, you score prospect B higher.”

    Persona-based lead scoring is especially important because it will help in personalizing your lead scoring system thereby helping in better lead targeting, nurturing and conversions.

    Interested in knowing more?

    We will be releasing our white paper on the ‘Importance of Persona-based Lead Scoring’ soon. Watch this space for more!

    Image source: mintigo