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5 Ways to Improve Your Lead Scoring Process

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Lead scoring is a vital process for any business as it helps to prioritize and focus sales and marketing efforts on the most qualified leads.

When done correctly, lead scoring can be an extremely valuable tool for any business. By taking the time to understand your target market and identify the key factors that influence purchase decisions, you can skyrocket your sales and revenue.

However, that’s only possible if your lead scoring system works like clockwork. How do you improve its accuracy? This is what this article is all about.

Read on to learn about five effective ways to improve your lead scoring process and get the most out of your marketing efforts.

What Is Lead Scoring?

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Lead scoring is a system that ranks potential leads according to their likelihood of converting into customers.

The higher the rank, the more likely it is that the lead will convert. There are many factors that go into lead scoring, including demographic information, engagement level, and company size.

While the concept is pretty straightforward, the actual implementation process can prove to be an ordeal even for large organizations with extensive resources.

According to Marketing Sherpa, lead scoring boosts the ROI of lead generation campaigns by 77%, so it’s worth taking the time to make it work.

If you have a lead scoring process in place, below, we’ll cover how to fine-tune the existing model and take your scoring system to the next level.

Read More: 7 Ways to Cleanse Your Data and Boost Lead Engagement

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5 Ways to Supercharge Your Lead Scoring System

While lead scoring is a valuable tool, there are always ways to improve it. Here are five ways to supercharge your lead scoring system:

1. Talk to Your Sales & Marketing Teams

Companies that have aligned sales and marketing teams are typically 67% more efficient at winning paying customers. The same applies to lead scoring.

Sales and marketing teams are often the best sources of information when it comes to improving lead scoring.

They know which leads are most likely to convert, and they can provide invaluable tidbits of information needed to adjust the existing lead scoring system. You can’t get that data from third-party sources because nobody knows your customers better than your sales and marketing.

By talking to your sales and marketing teams and incorporating their feedback into your lead scoring system, you can improve its accuracy and effectiveness.

2. Adopt Negative Scoring Attributes

In order to improve lead scoring, it is important to adopt negative scoring attributes. This will allow you to differentiate between good and bad leads and focus your time and energy on the ones that are most likely to convert.

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Some things you may want to consider including in your negative scoring attributes may include: lack of engagement, low budget, entry-level job title, and more.

By identifying and targeting these leads, you can free up the time and resources to pursue high-quality leads, drastically elevating the ROI across the board.

3. Partner with a B2B Intent Data Provider

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Lead scoring is a purely data-driven process, and no company in the world – well, except for Google and Amazon; they can do whatever they want – has enough first-party data to develop a truly powerful lead scoring system.

One of the best ways to improve your lead scoring process is to partner with a reputable B2B intent data provider.

From lead enrichment to data validation, you can significantly improve the accuracy of your model if you integrate it with third-party sources that provide insights into how your visitors actually interact with your brand online.

Choosing the right intent data provider is a mission-critical task in today’s data-driven economy, so do your research and pick wisely.

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Make sure to ask the provider about their data sources and how often they update their information.

You’ll also want to find out how the data is formatted and delivered, so you can make sure it will be compatible with your existing system.

Read More: 10 Proven Ways to Build a Successful B2B Sales Strategy

4. Implement Predictive Lead Scoring

Predictive lead scoring is a process that uses statistical models, machine learning, and AI to predict the probability of a lead converting into a customer. It is a key component of modern demand generation and helps companies prioritize their sales and marketing efforts.

Predictive lead scoring models are typically based on historical data and take into account a variety of factors, including firmographics, demographic data, behavior data, and interactions with the company.

The goal is to build a model that can accurately predict which leads are most likely to convert so that you can focus your resources on them.

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There are many different ways to approach predictive lead scoring, but one common method is using machine learning algorithms.

These algorithms analyze your historical data and look for patterns that indicate a lead is more likely to convert. Once the algorithm has been trained, you can then score new leads and prioritize them accordingly.

5. Develop a Lead Scoring System Improvement Plan

When it comes to improving a lead scoring system, it’s important to take a systematic approach. With so many tasks to do, it’s easy to let strategic tasks slip through the cracks.

This means taking a step-by-step look at what needs to be done in order to improve the system as a whole. Here’s how:

You need to develop a lead scoring improvement plan and treat it as a standalone project.

There are several factors that need to be considered when mapping out the action plan, including.

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  1. The goals of the lead scoring system
  2. The current state of the lead scoring system
  3. The resources available to improve the lead scoring system
  4. The desired outcome of the improvement project

Once these factors have been considered, it’s then possible to develop a plan of action that will help to improve the lead scoring system. This plan should be tailored specifically to the needs of the business and the resources that are available.

Again, don’t treat this process as just another task. If needed, deploy a project management tool to clearly outline the work that needs to be done. Gantt charts are perfect for this task – you can use Instagantt, ClickUp, or even Google Sheets. There are a number of options to choose from.

Some of the steps that may need to be taken in order to improve a lead scoring system include:

  1. Evaluating the current lead scoring criteria
  2. Reviewing the existing lead scoring model
  3. Identifying opportunities for improvement
  4. Developing new or updated lead scoring criteria
  5. Testing and validating the new or updated lead scoring model
  6. Implementing the new or updated lead scoring system
  7. Monitoring and adjusting the lead scoring system as needed

By taking these steps, you can ensure that your lead scoring system is as effective as possible. This, in turn, can help to improve sales results and conversion rates.

Over to You

Lead scoring is a vital part of any demand generation strategy. By taking the time to improve your lead scoring process, you can make sure that you’re focusing your efforts on the leads that are most likely to convert.

Do you have any tips for improving lead scoring? Share them in the comments below!

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Quiet Quitting vs. Setting Healthy Boundaries: Where’s The Line?

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Quiet Quitting vs. Setting Healthy Boundaries: Where's The Line?

In the summer of 2022, we first started hearing buzz around a new term: “Quiet quitting“.

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Microsoft unveils a new small language model

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Microsoft unveils a new small language model

Phi-3-Mini is the first in a family of small language models Microsoft plans to release over the coming weeks. Phi-3-Small and Phi-3-Medium are in the works. In contrast to large language models like OpenAI’s ChatGPT and Google’s Gemini, small language models are trained on much smaller datasets and are said to be much more affordable for users.

We are excited to introduce Phi-3, a family of open AI models developed by Microsoft. Phi-3 models are the most capable and cost-effective small language models (SLMs) available, outperforming models of the same size and next size up across a variety of language, reasoning, coding and math benchmarks.

Misha Bilenko Corporate Vice President, Microsoft GenAI

What are they for? For one thing, the reduced size of this language model may make it suitable to run locally, for example as an app on a smartphone. Something the size of ChatGPT lives in the cloud and requires an internet connection for access.

While ChatGPT is said to have over a trillion parameters, Phi-3-Mini has only 3.8 billion. Sanjeev Bora, who works with genAI in the healthcare space, writes: “The number of parameters in a model usually dictates its size and complexity. Larger models with more parameters are generally more capable but come at the cost of increased computational requirements. The choice of size often depends on the specific problem being addressed.”

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Phi-3-Mini was trained on a relatively small dataset of 3.3 trillion tokens — instances of human language expressed numerically. But that’s still a lot of tokens.

Why we care. While it is generally reported, and confirmed by Microsoft, that these SLMs will be much more affordable than the big LLMs, it’s hard to find exact details on the pricing. Nevertheless, taking the promise at face-value, one can imagine a democratization of genAI, making it available to very small businesses and sole proprietors.

We need to see what these models can do in practice, but it’s plausible that use cases like writing a marketing newsletter, coming up with email subject lines or drafting social media posts just don’t require the gigantic power of a LLM.



Dig deeper: How a non-profit farmers market is leveraging AI

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Navigating the Video Marketing Maze: Short-Form vs. Long-Form

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Navigating the Video Marketing Maze: Short-Form vs. Long-Form

Navigating the Video Marketing Maze Short Form vs Long Form

Are you torn between using long-form or short-form videos for your small business marketing campaign? Well, you are not alone. Despite 89% of consumers wanting to see more brand videos, there is no one-size-fits-all answer about the ideal video length.

However, this should not deter you from creating an effective video strategy. In 2023, people watched an average of 17 videos per day, highlighting the influence of video content in today’s digital landscape.

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Both short-form and long-form videos offer unique advantages and come with their set of challenges. Join me as I uncover the benefits and limitations of each video format to help you make informed marketing decisions.

What are Short-Form Videos?

Short videos typically range from 30 seconds to less than 10 minutes long. They are popular on social media platforms like TikTok, Instagram, Snapchat, and YouTube.

Short-form videos deliver brief yet engaging messages that quickly capture the viewer’s attention. Here are some popular types of short-form video content.

  • TikTok Challenges
  • Instagram Reels
  • Snapchat Stories
  • YouTube Shorts
  • Twitter Video Ads

Benefits of Short-Form Videos

A previously cited report shows that 39% of marketers find short-form videos, ranging from 30-60 seconds long, more successful. The same study reports that 44% of customers prefer watching a short video to learn about a brand’s offerings.

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So, it is evident that short-form videos have their benefits. Let’s take a closer look at some of them.

Attention-Grabbing 

Short-form videos capture attention quickly, making them ideal for the fast-scrolling nature of social media platforms. Your audience is more likely to watch them in their entirety compared to longer content.

Cost-Effective Production 

Creating short-form videos requires less time and resources compared to longer videos. As a small business owner with a limited budget, using short-form videos can be cost-effective. 

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Increased Engagement

Short-form videos engage viewers due to their crisp and concise nature. This results in more likes, comments, and shares that boost your content’s visibility and increase brand awareness. 

Integrating short-form videos into your influencer marketing campaigns can further amplify your reach to new and diverse audiences. 

Highly Shareable

Short videos are highly shareable. This makes it more likely for your viewers to share them, increasing their virality. 

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There are multiple benefits of adding video to your website including increased engagement, improved SEO, and enhanced user experience.

Limitations of Short-Form Videos

While short-form videos offer many advantages in content marketing, they also present some challenges.

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Limited Message Depth

Due to their brief duration, short-form videos may struggle to convey complex or detailed messages. Longer videos might be more suitable if you need to communicate intricate information.

Competition for Attention

Standing out on platforms flooded with short-form video content can be challenging. You must create content that stands out to avoid becoming lost in the sea of other videos.

Shorter Lifespan 

Short videos may lose their relevance with time. They can quickly get buried in users’ feeds, leading to a shorter visibility and engagement period than longer, evergreen content. 

This means you must consistently create short-form videos to maintain audience interest over time.

Limited SEO Impact

Short-form videos may be more challenging to optimize for search engines than longer, more keyword-rich content. This can affect the discoverability of your content outside the social media scene.

What are Long-Form Videos?

Long-form videos are typically longer, ranging from a few minutes to several hours. They extend beyond a few minutes to several hours, providing ample time for in-depth topic exploration and detailed content. 

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These videos are particularly suitable for educational content, product demonstrations, and narrative-driven storytelling. Long-form videos are common on platforms like YouTube and Vimeo. Common types of long-form video content include:

  • YouTube Series
  • Webinars
  • Educational Tutorials and Courses:
  • Behind-the-Scenes Content 
  • Interviews and Conversations

Advantages of Long-Form Videos

Long-form video content is the fastest-growing segment, with videos above 30 minutes experiencing tremendous growth over the years. Let’s explore some of the benefits behind this growth.

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Establishes Expertise and Credibility

Long-form videos allow you to provide in-depth information about various subjects, establishing your brand as an authority. Potential customers will likely trust and rely on your insights when you consistently deliver valuable content.

Builds Strong Audience Connections 

The more your audience watches your videos, the more they become familiar with your content and brand. This consistent engagement promotes trust and loyalty, helping you create deeper connections with your audience.

Provide SEO Optimization Opportunities

Long-form videos keep your audience engaged for a longer duration than short ones. This signals search engines that your content provides value, resulting in higher rankings and increased visibility. 

Besides, these videos provide opportunities to optimize for relevant keywords. This Attrock guide offers more insights into the value of SEO for your small business. 

They Are Sustainable

Unlike short videos, well-produced and valuable long-form videos have an extended shelf life. They can continue to attract views and engagement over an extended period, contributing to a sustainable content strategy.

Instagram reels are also a part of short videos and you can get benefits from this platform by integrating it with your website. You can learn how to embed Instagram Reels on websites and get extra benefits from your Reels.

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Drawbacks of Long-Form Videos

Despite their benefits, long-form videos also have certain limitations, including:

Attention Span Challenges

Between distractions, juggling tasks, and information overload, user attention span quickly diminishes. Viewers may lose interest and disengage from your long video before its conclusion.

Navigating the Video Marketing Maze Short Form vs Long FormNavigating the Video Marketing Maze Short Form vs Long Form

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Complex Production Process

Creating high-quality long-form videos requires more resources, including time, equipment, and skilled personnel. This can be disadvantageous, especially for small businesses with limited budgets.

Platform Limitations

Some social media platforms and video hosting sites may limit video length, making it challenging to distribute long-form video content. You may then be forced to repurpose your content to suit various platforms. 

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Short-Form or Long-Form Videos: Which Are Better?

Now that you know the benefits and limitations of each format, which one should you choose? Short-form or long-form videos?

Well, it all boils down to considering several factors, such as: 

Content Objectives

What do you want to achieve from your video marketing campaign? Short-form videos are highly effective for quick brand exposure and generating buzz. Long-form videos, on the other hand, contribute to a more in-depth understanding of the brand.

Target Audience Preferences

Audiences with short attention spans likely prefer short-form videos, while long-form videos appeal to those seeking a more immersive experience.

Similarly, short-form videos may appeal more to younger audiences, while older demographics may prefer the depth of long-form content.

Platform Dynamics

Various platforms support different content formats. Short-form videos are well-suited for platforms like TikTok, Instagram, and Snapchat. On the other hand, platforms like YouTube and Vimeo are better for hosting longer videos.

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Industry Type

Short-form videos would be ideal if your industry thrives on trends, entertainment, and quick messages. However, long-form videos are effective for industries requiring in-depth explanations or educational content.

Bottom Line 

Ultimately, choosing short-form or long-form videos depends on your business’s specific needs and goals. Since both formats have advantages and limitations, making a choice may prove difficult. 

However, it doesn’t have to be an uphill task. The key lies in recognizing when to incorporate each video format into your marketing strategy. Understanding your audience and its needs allows you to combine both formats strategically, maximizing the benefits of each. 

Continuously analyze performance metrics and adapt your video marketing strategy accordingly to ensure optimal engagement and conversion rates.


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