We are releasing our new Lead Scoring application this week and it’s been a great project! A couple months ago, we started interviewing many of our customers on the topic of lead management. We asked things like how they targeted high value visitors and leads, the workflow of their sales team and how they prioritized which leads to contact first. The cool part was that regardless of the industry, sales team approach or marketing goals, common threads emerged across everyone we talked to. Marketing and sales always want to be better aligned on their target market, sales doesn’t want to be distracted by leads outside their area of focus and knowing which leads are most important to contact first can be challenging. We took these simple truths and updated our Lead Scoring product to make it easier for you to do what you do!
In addition to meeting these workflow goals, we aimed to make the inherently complex task of scoring leads easier to understand and more intuitive to use. First, you specify which leads and visitors you want your sales team or individual sales reps to see. For example, if you say you only want to pursue US prospects, then all non-US visitors will be filtered out of the lead list.
From there, you pick a handful of characteristics and set the relative weight based on what’s important to you. We do our magic and the result is that the sales team ends up with cleaner lead lists, improved efficiency and higher close rates. What’s not to love about that?
For those of you who already use our Lead Scoring application, not to worry! All your existing lead scores will show up in the new interface as weighted characteristics just as they are today. You can keep using them as is, or take advantage of the new filtering capability at your convenience.
Note: For more information on the changes and how your old scores will look like in the new Lead Scoring application, visit our Help.
As always, we’d love to hear your feedback on this or any other Optify feature.
