The Lead Score is a quantifies the potential of a lead to result in a sale. As leads progress through each status of the sales process, they accumulate points based on their interaction with the sales representative and engagement with marketing activities. The points indicate the level of interest a prospect has in the product or service offered. Unifyr One refers to the sum of these points as the lead score.
Scoring allows the supplier to configure the level of importance of different prospects. In most cases, distributed leads enter the Unifyr One database with 50 points. The point value for different activities or interactions are defined by the supplier during set-up. By default, the score thresholds are:
- Minimum: 15 points
- Hot: 50 points
- Very Hot: 120 points
These thresholds can be adjusted to your requirements by your Unifyr One team.
It is important to remember that a lead is not the same as a contact, rather a signal that a contact is interested in a particular purchase. A single contact will often be interested in more than one purchase, and therefore will be associated with multiple, but separate leads. Moreover, leads belonging to a single contact can be generated by different campaigns.
Scores are assigned to leads as a measure of the level of engagement a contact has had in the purchase. A high lead score indicates that the lead is well-qualified. Lead scores will also erode over time so that if a prospect stops or reduces engagement, they will lose points and potentially drop beneath the defined thresholds. The sum of all the lead scores can be assigned to the contact to generate an overall contact score. Lead scores will also erode over time so that if a prospect stops or reduces engagement, they will lose points and potentially drop beneath the defined thresholds.
Intended Audience: Channel Sales Director and Channel Operations Managers.
Comments
Please sign in to leave a comment.