Lead Scoring Analysis

 
 
 
 

Problem


Lead scoring is a shared sales and marketing methodology for ranking leads in order to determine their sales-readiness. Most often sales reps have hard time knowing which lead to pursue & follow up. With the help of lead scoring sales reps can focus their effort on those leads that is most likely to convert to end sales.

Approach to Solution


We implement intensive tracking using Google Tag Manager to collect user’s web behavior & segregate the data collection in three different buckets. User’s attribute, content consumption, Lead forms information. These 3 sets of data when converted into BANT model of lead scoring for sales readiness provides insights into sales readiness of any given lead from the website.

Results


When integrated with the CRM system lead scoring provides interesting opportunities & increase the sales effectiveness. It also provides directions to sales reps to which leads are to be nurtured. As an output of the analysis you receive a report with potential process of using lead scoring along with a methodology & regular scores for each lead that originates from the website.

 

300%
Increase in conversion rate
 
Client X thought they had web analytics covered for their online operations.But we had other ideas...

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Case Study

How we helped Client increase their Lead Submissions by 110%

Our client wanted more lead submission from their Lead Gen Form. We carried out A/B test on form fields which were causing extraordinary drop off. The end result was a 110% increase in lead submissions. Read case study

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