Lead Generation

Lead Scoring: is a method of qualifying the value of leads, or prospect assets based on their expected valus (EV).

EV = S x P (S=Opportunity Size & P=Probability of purchase)

Lead Nurturing: is a series of communications to build awareness and trust, and maintain contact until the prospect is ready to talk to a salesperson. A lead may not necessarily be “hot” today, but could very well be an opportunity worth pursuing aggressively at some future date.

Lead Scores:

• “A” Lead (70 – 100 points) - Plans to use solution
• “B” Lead (50 – 70 points) – Plans to do something to solve the problem
• “C” Lead (30 – 50 points) – Aware of the problem
• “D” Lead (< 30 points)- In the target market