2 Lead scoring

Lead scoring is the process of assigning a numerical value to each lead based on their profile and behavior. This helps you prioritize and segment your leads according to their level of interest and readiness to buy. You can use various criteria to score your leads, such as demographic, firmographic, psychographic, and behavioral data. For example, you can assign higher scores to leads who have a specific job title, work in a certain industry, have a certain budget, or have visited your website multiple times. You should also align your lead scoring system with your sales cycle and your buyer personas.

3 Lead nurturing

Lead nurturing is the process of building and maintaining a relationship with your leads until they are ready to make a purchase decision. You can use various channels and tools to nurture your leads, such as email, phone, chat, video, social media, and content. The key is to provide personalized and relevant communication that addresses their pain points, challenges, goals, and objections. You should also offer value-added content that educates, inspires, or persuades them to move forward in the sales funnel. You should also monitor and measure your lead nurturing efforts and optimize them based on feedback and results.

4 Lead validation

Lead validation is the process of verifying and confirming that your leads are qualified and interested in your technical product or solution. You can use various techniques to validate your leads, such as asking open-ended questions, listening actively, demonstrating empathy, showing credibility, and providing proof. The key is to uncover their needs, wants, motivations, and expectations and to match them with your value proposition and differentiation. You should also identify and overcome any barriers or objections that may prevent them from buying. You should also ask for commitment and close the deal or move them to the next stage of the sales process.