Salesforce Lead Scoring
With Predictive Response, lead scoring for Salesforce is included. Typically less than 20% of organizations have a lead scoring plan in place and are missing out on a valuable tool that can assist in identifying qualified leads.
Lead scoring can include activities like web page visits, clicks, email opens and other important metrics that are related to engagement. Predictive Response tracks these activities in Salesforce and allows points to be assigned to each engagement. When a lead or contact has a high overall lead score, you can be alerted so you can take the next steps in your engagement plan.
What Determines a Qualified Lead?
In marketing terms, we talk about Marketing Qualified Leads (MQLs). To determine if a lead is qualified, attributes such as title, company size, industry, location, age, income, and more can determine if your organization considers the lead qualified for marketing purposes. With Predictive Response, you can set up Campaign Flows so only the right qualified leads flow to various marketing campaigns.
All actions such as email opens, clicks and web page visits are recorded in Predictive Response’s custom dashboard within the campaign. These actions can be added to the overall lead score so you can use both attributes and activity to more precisely determine whether the lead goes to a specific campaign or not.
Sometimes inactivity can be just as, if not more important than activity. For example, if a membership or a service plan expires, Predictive Response can handle these non-events as well.