Using B.A.N.T. — budget, authority, needs, timelines — as a framework helps you assess a lead’s potential to become an SQL in a more definitive way. Does the lead have the budget for your product? Do they have the authority to make purchasing decisions? Does your product meet their needs? And, what’s their timeline for making a decision? These factors are essential in determining the lead’s readiness to buy.
Lead scoring assigns numerical values or points to leads based on their interactions with your brand and the likelihood of them making a purchase. It’s not just about tracking website visits or email opens. You also give points based on who they are (their job title or company), their actions online (like visiting your website or clicking on emails), and how they interact with your brand on social media (likes, comments, saves, clicks). When a lead earns a certain score, it suggests they’re potentially ready for a sales conversation, indicating a closer step to purchase.
The good news is you don’t have to keep track of all this manually. There america phone number list are automated tools that handle lead scoring for you, tallying up points based on your criteria. When a lead reaches a certain score, it suggests they might be ready to have a conversation with your sales team, indicating they’re possibly closer to making a purchase. This process helps you focus on the most promising leads, saving time and making your marketing and sales efforts more targeted and effective.
Ready to win: Perfecting the MQL vs. SQL handoff
When converting prospects to customers, the handoff from MQL to SQL is where the race really heats up, and a smooth transition relies on understanding each lead’s unique needs. Do your research and lean into data to ensure that each handoff is perfectly timed and personalized so your sales team can carry more sales across the finish line.