The benefits of lead nurturing and lead scoring

3 Minutes
Now is the time to start

Before jumping straight into the benefits, what do the terms ‘lead nurturing’ and ‘lead scoring’ mean?

Lead nurturing is the process of building and managing relationship with leads that are interested in potentially becoming customers, but are not necessarily ready to buy now. The objective is to develop a rapport and establish trust and credibility by helping people through their buying process. This ensures that there is a much higher probability of winning their business when they are eventually ready to buy.

Lead scoring is the process of assigning a score to contacts and leads based on their interactions with your business, their behaviour, level of engagement, buyer persona as well as other criteria. Each action has a specific point value determined by the seller and these values are automatically accrued as leads progress through their buying process. (This also includes lead nurturing activity). When the total points value or lead score hits a pre-determined level, the lead can be passed to sales along with the history of that contacts interactions and engagement to date. This gives the sales team all of the information they need to start a productive dialogue with contacts that have demonstrated they are ready to buy.

Lead nurturing and lead scoring usually go hand in hand and are typically implemented via a marketing automation system such as SharpSpring or Hubspot—but what are the benefits?

There are many but here are some of the key ones:
- Making better use of expensive sales resources by focusing their time on engaged and motivated buyers
- Increasing sales revenues organically by converting a higher number of opportunities
- Providing the sales team with highly qualified leads who are ready to buy and already educated regarding the product or service
- Reducing the sales cycle by engaging the sales team at the appropriate time
- Prioritising the hottest leads for follow up and sales intervention
- Aligning marketing activity with sales objectives and improving the ROI from marketing
- Turning the website from a brochure to an always available sales resource
- Providing a cost-effective way of engaging with influencers and referrers who may not purchase themselves, but will influence others to buy
- Achieving competitive advantage by delivering a better prospect experience

No-brainer or what! With marketing automation systems readily available and cost-effective to implement, there has never been a better time to start nurturing and scoring your leads.

SharpSpring v Hubspot

Read the Competitive Analysis Report

It's time to get in the know.
SharpSpring v Hubspot

The ultimate guide to marketing automation

For businesses involved in digital marketing, marketing automation has quickly become a game-changer. Customisable and scalable platforms are available to businesses of just about any size.

It's time to get in the know.
The ultimate guide to marketing automation

Related Insights

How Does Organisational Culture Shape Employee Behavior and Business Outcomes?

Organizational culture is a multifaceted concept that goes beyond a mere catchphrase; it's the essence that permeates every aspect of an employee's experience within a company. This essence influences how employees approach their work, interact with colleagues, and perceive their role in achieving the organization's goals. While defining organizational culture conceptually is straightforward, understanding how it manifests in tangible employee behaviors and business outcomes is more complex. This complexity arises because organizational culture is not static; it's a dynamic force that evolves in response to external factors, leadership changes, and market shifts. This adaptability is crucial in shaping employee behavior and business outcomes. The upcoming sections will delve deeper into how organizational culture exerts this influence, providing scientific insights and real-world examples.

The Power of Pillar Based Marketing - an organic approach to SEO

We are at an interesting time for digital marketing. As more businesses utilise PPC advertising, search terms are becoming more competitive and costly. At the same time, trust in sponsored search results is at an all-time low. So what's the alternative?

Would you like to speak to one of our experts?