In one of my recent posts on creating a lead score model, I mentioned that lead scoring can decrease Account Value. Whilst lead scoring can bring in higher Sales Volume it may do this at the cost of Account Value. I want to quickly explore this idea a bit more today. What is a valued lead? For this, we want need to define value. For all businesses, this will be a combination of:...
In TV shows that focus on home design, designers often place seemingly a large amount of importance on the entry of the house. Why? Well, it’s the place where you first show your home and create an impression. Sales teams are often the entrance way into their company. Creating an excellent sales experience will lead to higher conversions and generate loyal customers. Because companies are always trying to become more efficient, efficiency within sales can be increased by the use of a key tool – lead scoring....