Scoring criteria should be established by marketing

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Indeed, if your prospect has already read 5 articles on your blog, clicks on your newsletter, has already downloaded premium content and visited your pricing page, there is a good chance that he will be (very) interested in your offer! Lead scoring thus makes it possible to prioritize the leads to contact, in order to identify those for which salespeople would benefit from spending time.  teams. Read also: Lead scoring: how to define it? The importance of relying on segmented lists.

Thanks to the information collected during the lead Phone Number Data conversion phase, you must be able to segment your lists, based on relevant criteria. For example, you can segment your leads according to their sectors of activity , in order to send them articles dealing with issues that really concern them. In other cases, it will be more relevant to distinguish them according to their function: an HR will in fact not be interested in the same content as a CIO and yet both personas can be interesting to convince. It is this detailed knowledge of your leads that will allow you to send them personalized content and ultimately increase the opening rate and click-through rate on your emails.




Targeted e-mailing to fuel reflection: the basis of inbound marketing Your potential customer is still only at the beginning of their purchasing journey . He has just become aware of his problem and does not yet know how to solve it, or even if it is a crucial issue for his activity. The inbound marketing strategy then consists of feeding them, via e-mails offering to read articles on their problem, to gradually lead them to consider your products or services as THE solution to their problem .