Do you need more than just a lead score?

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Finally, talk to your customers to gain insight into opinions that may differ from those of your sales teams. Include customers who have been involved in both short and long sales cycles. Conduct customer interviews to learn what influenced their purchasing decisions.

If you're evaluating repeat customers, a single lead scoring model is sufficient. However, as your business expands, you may need to focus on expanded product lines, new personas, or additional regions. In any case, your scoring system should always reflect the divergence of your contacts.

Inbound marketing software like HubSpot also allows you to create multiple lead scoring systems, giving you the flexibility to qualify different groups of contacts in different ways.

For example, you can create different lead scores armenia whatsapp data for different product lines sold to different types of customers by different sales teams. You can then tailor your lead scores to the specific buyer type and interest in each tool. The results will help you decide which leads to hand over to the right sales teams.

Also differentiate customers based on their interoperability (such as the right industry) as well as their level of interest (such as the level of engagement shown when engaging with your online content). If both options are a priority, you can create both an engagement and fit score so you can prioritize reaching contacts with high scores in both categories.

Always keep in mind that the parameters for new prospects are often completely different than for existing customers. As your company grows, you can focus on up-selling or cross-selling as well as new business. While existing customers need to analyze the number of customer support tickets submitted, engagement with an onboarding consultant and current activity with your products, for potential new customers you can first focus on their demographic development and engagement on your website.

If these buying parameters look different for different types of sales, you should definitely consider creating multiple lead scores.