Close More Sales with Improved Lead Scoring and Routing

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In the past, we’ve written about how Insycle can help teams improve their lead scoring.

Effective lead scoring is critical for sales operations teams. With it, they are empowered to improve prospect prioritization. Companies want their sales teams to focus on the prospects that are most likely to result in new deals, and opportunities that present the highest revenue potential. Effective lead scoring makes for more productive salespeople.

Higher data quality means higher quality lead scoring. Your thai phone number lead scoring initiatives rely on your data to appropriately analyze and prioritize leads. In the end, they raise their average customer lifetime value while losing fewer deals.

The thing is — all of that is only possible when you have reliable data feeding those lead scores.

Low quality data that contains errors, inaccuracies, and formatting issues leads to inaccurate lead scores, poor opportunity prioritization, and ultimately a less productive and satisfied sales team.

Using the Customer Data Health Assessment, you can identify and fix issues that keep leads from being scored or routed appropriately, including:

Contacts not associated with the right company. Contacts not associating with the right company can keep your leads from receiving an accurate score, causing your teams to prioritize the wrong leads.
Missing data fields causing inaccurate lead scores. When you are missing critical data, that data is not used in scoring your leads. For instance, a lead that works for a company that is missing its headcount can lead to great opportunities slipping through the cracks.
Inconsistent data leading to inaccurate lead scores. Inconsistent data can lead to problems scoring leads. For instance, maybe your company prioritized leads that are closer to your headquarters, assigning them higher lead scores based on their location. Using our “New York” example from earlier, platforms like HubSpot may not see “New York,” “NY,” and “New York State” as the same, and therefore inconsistent data would lead to wildly different lead scores.
Duplicate customer records cause confusion. Duplicate customer records can cause all sorts of confusion. It breaks the single customer view that helps you to deliver a consistent experience to each customer. It splits data between two profiles, so when your sales team is working from your CRM, they may be missing vital context that they need to speak more personally to that prospect.
These are just a few of the many ways in which the Health Assessment tool can help companies to improve their lead scoring and routing efforts.