“Ugh, I’ve got too many good leads,” said no salesperson in history.

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However many sales teams need help managing and prioritising their leads effectively. Overwhelmed with a list of prospects — all at different lifecycle stages — a sales rep can quickly end up in reaction mode, and that is not a recipe for success. Lead scoring best practices can improve the efficiency of both sales and marketing teams and, ultimately, improve cooperation and conversions.

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Lead scoring is a technique that helps sales and marketing teams prioritise leads based on their likelihood of becoming customers. To do this effectively, start by setting clear criteria that define your ideal customer, including factors like job title and engagement with your content. Use a point-based system to rank leads—assigning higher points for valuable actions like downloading resources or attending webinars and deducting points for negative indicators, such as unsubscribing. Automate the scoring process with CRM tools to keep scores updated in real-time, and regularly review and adjust your criteria based on conversion rates and team feedback. 

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Aligning sales and marketing efforts is crucial, as it ensures both teams share a common understanding of qualified leads. Additionally, the segment leads into categories like hot, warm, and cold to focus efforts effectively. By monitoring engagement and continuously optimising your scoring methods, you can enhance lead management, boost collaboration, and improve conversion rates, allowing sales reps to concentrate on building relationships and closing deals.

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🤔 What is Lead Scoring and how is it implemented with TME?

Lead scoring with the Momentum Engine is a powerful approach to prioritising potential customers based on their likelihood to make a purchase. Integrating lead scoring directly into your Momentum Engine CRM allows you to seamlessly align sales and marketing efforts, eliminating the “blame game” when deals don’t close as expected.

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In the Momentum Engine, lead scoring is built on two primary factors:

Explicit Information: Details you know about a lead, such as their demographics and company size.

Implicit Data: Activities prospects engage in, such as website visits, email interactions, and content downloads, which indicate readiness to convert.

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🛠️ Why Lead Scoring with The Momentum Engine Matters

You might wonder, with all the data at your fingertips, if lead scoring is still relevant. The answer is a resounding yes, especially when leveraging the Momentum Engine. As data sources multiply—web traffic, social interactions, email opens—the Momentum Engine’s lead scoring system helps you sift through this information to identify the most promising prospects.

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By prioritising contacts in your Momentum Engine, you can:

• Shorten sales cycles: Focus on leads that are closest to making a purchase.
• Increase conversion rates: Spend time on the leads most likely to convert.
• Enhance efficiency: Reduce costs by optimising the efforts of your sales and marketing teams.

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If your business has infinite resources, you might not need lead scoring. But for everyone else, lead scoring within the Momentum Engine is key to improving your prospect's experience, setting them up to become long-term advocates for your brand.

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✅ Is Your Team Ready for Lead Scoring with Momentum Engine?

Timing is critical when it comes to implementing lead scoring. If your team is still struggling with lead generation, you might want to focus on that first. However, if your marketing and sales teams are dealing with any of the following issues, it’s time to activate lead scoring in the Momentum Engine:

For Marketing Teams:

• Sales teams are not following up on all Sales Qualified Leads (SQLs).
• Leads passed to sales are taking longer to close.
• Sales is disqualifying too many leads.

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For Sales Teams:

• There are too many leads to manage effectively.
• Leads from marketing need more nurturing.
• Marketing leads are not well-qualified.

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If lead scoring in the Momentum Engine overwhelms your sales team, you can easily adjust the system to keep lower-scoring leads in nurturing funnels while focusing on high-potential prospects.

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💯 Implementing Lead Scoring in The Momentum Engine

The Momentum Engine takes it further than other software's, by integrating scoring directly within your CRM, making it easier to track and manage leads through your sales pipeline.

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Setting Scores

In the Momentum Engine, lead readiness is scored on a 0 to 100 scale, aligning with both sales and marketing teams:

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Assigning and Refining Scores in Momentum Engine

The Momentum Engine enables you to assign and adjust scores based on the criteria that define a quality lead. Collaboration between sales and marketing ensures these scores reflect real-world effectiveness, allowing you to refine the system iteratively.

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Post-Lead Scoring Best Practices with Momentum Engine

Once your lead scoring system is in place, the Momentum Engine helps you stay on track by:

• Assigning Actions: Define clear steps for sales and marketing teams based on lead scores.
• Evaluating and Adjusting: Regularly assess SQL close rates and adjust scoring criteria as needed.

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🎯 Ready to Maximise Your Momentum Engine?

The value of lead scoring grows as your engagement channels and data expand. By leveraging the Momentum Engine, you can drive revenue, lower costs, and improve customer satisfaction.

If you’re ready to see how the Momentum Engine can elevate your lead scoring and overall sales strategy, we’re here to help.

Start your 14-day Free Trial today!