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Home > By DEPARTMENTS > Sales and Marketing > Sales Management for Green Companies, Green Services and Green Communities > Lead Generation & Management

Generate Leads for Green B2B Products

Lead scoring is the process of determining a prospect’s level of interest in your solution, as well as your interest in a specific category of prospects that fit your solution best.

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Lead Scoring of B2B Sales Leads

When used effectively, lead scoring enables you to pass fewer, but higher quality, leads to sales. By passing low quality leads back to marketing for nurturing, and sales reps can focus on high quality leads . Win rates and sales productivity can go up when leads are managed effectively.

A 10% increase in lead quality can generate a 40% increase in sales productivity, according to ReachForce. Sales department costs can equal 20 to 30% of total revenue and this kind of productivity delivers a dramatic impact on the bottom line.

Prospect provided BANT criteria (budget, authority, timing, and need) have limited usefulness since buyers’ answers to those questions are notoriously inaccurate. People’s actions speak louder than words and with Internet lead generation toolkits, you can track a lead’s behaviors and measure their interest and engagement in your solution.

Monitoring and tracking online behaviors, such as Web page visits, email responses, and completed forms can be managed manually with web analytics, or automate the process using marketing automation software. California Green Solutions provides cutting edge marketing and sales unification tracking and interactive support for readers and green companies seeking qualified leads.

The sales team is best positioned to weight the lead’s actions that indicate sales-readiness. If the sales team determines a prospect is not yet ready for sales attention, the lead can be reassigned to marketing for additional nurturing.

Edited by Carolyn Allen, owner/editor of California Green Solutions
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