Digital Di Consultants got into working sessions with the key stakeholders from Sales and Marketing (Marketing Director, MOPs, Sales Director, and Sales operations manager) to understand the current status of lead qualification, and the objectives for setting up the multi-dimensional lead scoring model that measures the qualification as well as the interest level of the users. In these working sessions, role play activity was done by the Sales which helped Digital Di Consultants’ team understand the scoring parameters of the lead qualification.
Scoring Module: These working sessions helped in incorporating marketing and sales key opinions as well as lead scoring that moves prospects through the funnel using activity triggers.
We laid out a plan considering the following parameters:
a. Positive Scoring – Assigning a positive score based on the below activities. Demographic Scoring – Scoring implemented based on the lead/contact job title, industry, and company to differentiate the ideal buying persona Behavior/Web Scoring – Assign scoring depending on the behavior they’ve exhibited on the website Behavior/Channel Scoring – Assign scoring based on the behavior they’ve exhibited on different channels – attending a webinar or an event, Online advertising, Paid Search, Social channels
b. Negative Scoring – Reducing score based on lead engagement inactivity or if the user has unsubscribed, the lead status is updated to disqualified, email is bounced.
Digital Di Consultants LLC
701 Tillery Street Unit 12 1267
Austin, Texas 78702
Digital Di Consultants Pvt Ltd
Salarpuria Symbiosis, Begur Hobli, Arekere,
Bengaluru, Karnataka 560076