September 10, 2024
Leads
To avoid wasting time trying to convert leads who are still unlikely to buy your product, you need to refine your targeting and scoring. To do this, you can combine prospect behavior analysis with marketing automation.
Lead scoring or lead behavior scoring is particularly essential in B2B. This is one of the important levers for the success of your marketing campaign. It allows you to optimize your marketing operations and target your campaigns. However, it is not easy to collect the most useful information about your leads in a precise and filtered way. Fortunately, with a good marketing vietnam email list automation solution, everything becomes simpler and you become more efficient in your efforts.
What is BtoB lead scoring?
Scoring consists of assigning a score to each prospect based on their level of engagement, i.e. their behavior towards your brand and your product. For example, it is said that the potential customer is excited if he visits the pricing page. In a nutshell, the behavioral score gives an accurate idea of the maturity level of your potential customers.
This is a powerful technique that can allow you to optimize your prospecting strategy. It is used in particular to segment your web traffic. Indeed, the behavior of potential customers towards a site or several sites can be translated into a score. Likewise, their behaviors recorded when receiving emails (opening, clicks), for example, can allow you to evaluate their position within the sales funnel.
There are three main levels of engagement: education, consideration and decision. The message sent to prospects evolves with each acquisition phase. You can customize your educational content as your potential customers interact. In addition, it is essential to educate your target before presenting your services to them.
What are the types of lead scoring?
Density score
The density score quantifies the journey of an Internet user on a website. It helps you classify the behaviors of your visitors. This allows you to identify the people who need to be contacted. This gives you a clear idea of when and how to retarget them. Determining factors can be connection time and number of clicks.
Scoring by categorization
Scoring by categorization allows you to optimize your web tracking and retargeting campaigns. This classification helps to eliminate unwanted visitors during follow-ups. Pages are classified according to the potential customer's predisposition to purchase. They are:
popular pages such as pricing pages,
lukewarm pages such as product sheets,
and knockout pages such as job offers.
READ ALSO: How to accurately qualify your BtoB prospects? The complete guide
Can we automatically qualify our BtoB prospects?
AI helps collect data about your customers
Artificial intelligence has definitely managed to conquer the world of marketing. In BtoC, it has become essential for marketing departments when implementing their digital strategy. In B2B, the situation is a little more complex in the sense that it is not easy to collect relevant data on companies.
However, this data is at the heart of business prospecting. It must be quantitative and qualitative to allow effective lead capture. Magileads has become a leader in the business prospecting market thanks to its database with more than 20 million named B2B contacts. Indeed, deep learning requires a lot of information to segment your leads. Also called “deep learning” or “deep learning”, it is a set of machine learning methods that try to model with a high level of data abstraction thanks to articulated architectures of different non-linear transformations.
Marketing automation to segment your prospects
This extremely detailed list of contacts will allow your marketing teams to generate qualified leads ready for your salespeople to convert into customers. In this regard, Magileads strives to update its database almost daily. So, you can be sure that you are working with reliable and relevant data.
The platform helps you create a customized omnichannel strategy by providing you with the best customer acquisition levers. With marketing automation as a lever, you now have the opportunity to monetize all your marketing efforts while saving time to develop
