All those leads – and so little chance of converting them.
It’s a frustrating reality for marketing and sales professionals: Only about 20% of leads convert to a sale, according to MarketingSherpa research.
But there’s promising news. Companies that handle leads well – through tactics such as scoring and nurturing – generate 50% more sales at a third of the cost, Forrester researchers found.
Bottom line: Companies that use lead scoring get more quality sales.
Lead scoring is just like it sounds. Leads get scored with numerical values you assign to different behaviors and activities. Then you decide if their total score is worthy of moving through your funnel.