Modern-day sales processes and the way that sales professionals operate has changed.
Today, technology has to be the sales person's best friend as it allows them to not only see valuable data that optimises the sales process and save time but also provides access to the type of information that was almost unimaginable just a decade before.
One of the best sales-professional-friendly tools is Lead Scoring. Lead Scoring allows sales professionals to focus their attention on the leads that matter the most. Tracking technology can help a sales person understand how invested a prospect is in the purchasing cycle. For example, how much research have they conducted on your website, how many emails have they opened, how many blog articles or e-books have they read? All of these things matter and data suggests that the more invested a prospect is in the sales process, the more likely they are to buy from you.
Lead Scoring measures all of these interactions and allows sales professionals to separate good quality, hot leads from those who haven't engaged in the process and are therefore unlikely to buy from you.
Want to learn more about HubSpot's Lead Scoring feature and how it works? View the video below: