Predictive Lead Scoring in Sales: In-depth Guide [2019 update]

We discussed lead generation before. After lead generation, it is necessary to determine priority of leads.

What is predictive lead scoring?

Predictive lead scoring is a novel approach to prioritizing customers. No sales rep wants to lose time with unqualified leads and these systems enable reps to focus on qualified leads.

There are a few ways to name this activity: predictive lead scoring, predictive scoring, customer behavior modeling. It is a subfield of predictive sales analytics.

Why is predictive lead scoring relevant now?

Poor lead prioritization can decimate companies. Sales targets get missed, teams get demoralized. Most importantly, sales personnel fail to learn from their experiences. They can’t gain generalizable experiences as they encounter leads with wildly varying intent. Even the greatest sales tactics will not work on a customer who is not willing to buy. A sales person who has seen only customers who are not willing to buy, can lose hope on even the best sales tactics and processes. Read more

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