HOW TO - DELIVER INBOUND SERVICES (26 pages)

lead scoring and • qualification • crm integration / closed • loop reporting • lead scoring • closing customers

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HOW TO DELIVER INBOUND SERVICES

23

CLOSING CUSTOMERS

2. LEAD SCORING & QUALIFICATION

GETTING STARTED

ONGOING ACTIVITIES

Discovering the information that your client uses to qualify leads
will help you contruct lead scoring, a property that can help
improve your customer generation efforts.Your smaller clients
might not need to implement lead scoring, especially if it’s a small
client that is only generating a handful of leads. If they have a
small amount of leads, you can help coach them on calling those
leads and proactively reaching out to Top and Middle of the
Funnel Leads.

Lead Scoring Implementation:
• Set up a Lead Scoring System to identify

qualified Leads

• Set up MQL (marketing qualified list)

based on Lead Score

• If your client has a CRM, connect it to

HubSpot and have their Sales Rep see
lead score

Lead Qualification / Sales and Marketing
Alignment:
• Solicit Feedback from Sales on the quality of

Lead Scores.

• Apply sales team feedback to HubSpot form

Questions and Lead Scoring

Resources to Utilize:

How to Configure Custom Lead Scoring

HubSpot Academy Classes to Attend:

Contacts & Lists
Coaching Sales to Close Your Inbound

Leads [Webinar Series]

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