Detailed lead scoring helps automate lead nurturing and management
The multidimensional data from Silverpop’s Engage B2B lead-scoring capabilities provides visibility into each lead’s quality and where it stands in the purchase process. Engage B2B combines explicit and implicit prospect attributes to generate a lead score that is not only highly accurate but also useful for automatically triggering lead-nurturing communications.
The result: you know with certainty whether a lead is truly “sales ready” or, if not, how to begin the lead-nurturing process. Our multidimensional lead-scoring capability is one of the key enablers that lets Silverpop Engage B2B automate the entire lead management and nurturing process. And Silverpop’s lead-scoring solution is powerful yet easy to use.
Multiple lead scoring dimensions provide deeper insights
Silverpop Engage B2B lead scoring factors in explicit dimensions such as Budget, Authority, Need and Timeline (BANT) and demographics like state, company size, revenue size, etc. But it doesn’t stop there. Implicit dimensions that can be scored on include how recently and frequently a prospect has interacted with the company, and specific values can be applied to specific behaviors, such as visiting a certain Web-site page or downloading a specific white paper.
Silverpop Engage B2B lead-scoring features include:
- At-a-Glance Format—View your scoring methodology in an easy-to-understand report, enabling you to gain companywide consensus on your lead-scoring model.
- Database-level Scoring—Score all leads consistently.
- Flexibility—Create the lead scoring model that best fits your company.
- Automated Activity Score Depreciation—Raise your best leads to the top while automatically lowering the scores of those no longer engaged.
- Score Inflation Protection—Ensure one area of lead scoring does not overinflate or skew the total.
- Sales View—See lead-score detail through your CRM integration to aid sales associates in tactical planning.
