Explicit Lead Scoring in B2B
Posted: Tue Jan 28, 2025 8:54 am
In explicit scoring, information is obtained either through observation or directly, typically through completed subscription or registration forms on websites. Some of the data reflects demographics and firmographics, showing how well the lead matches the image of the ideal client for a given business. The information that makes up the BANT complex in some cases signals the stage of the potential client on the path to closing a deal.
Demographic and firmographic assessment of leads
The following information is czech republic email list taken as a basis for this type of scoring: the position of the target consumer; the industry he represents; information about the company (its size and annual income). The information obtained is very important from a marketing point of view, as it shows the real interest of the seller in a potential client with the characteristics in question. The higher the match between the lead and the selling company, the more compatible the two parties are and, as a result, the more valuable the lead.
The following factors describing demographics and firmographics must be considered without fail:
The client's position or social role
It is necessary to understand whether the potential buyer will be interested in the commercial proposal and whether he can manage the organization’s budget.
Company size
How big a deal can be made with this client?
Case: VT-metall
Find out how we reduced the cost of attracting an application by 13 times for a metalworking company in Moscow
Find out how
Industry
Is the proposal relevant to the industry in which the client's company operates?
For successful demographic scoring, it is necessary to clearly define the image of the ideal client in advance.
Manually adding information
Sometimes the customer data collected is not enough to perform demographic assessment of leads. In such cases, the missing information is added to the database.
Services for collecting and providing the required information are provided by special services. The efficiency of their activities reaches 70%, and this is best demonstrated when working with public companies.
In addition, when using these services, the number of necessary landing pages and lead forms is reduced, while all information from clients is retained in the same volume. For example, the form on your site contains eight fields. By reducing this number to five, you will increase conversion by at least 30%. Such a picture is often enough to justify the costs of the services in question.
Demographic and firmographic assessment of leads
The following information is czech republic email list taken as a basis for this type of scoring: the position of the target consumer; the industry he represents; information about the company (its size and annual income). The information obtained is very important from a marketing point of view, as it shows the real interest of the seller in a potential client with the characteristics in question. The higher the match between the lead and the selling company, the more compatible the two parties are and, as a result, the more valuable the lead.
The following factors describing demographics and firmographics must be considered without fail:
The client's position or social role
It is necessary to understand whether the potential buyer will be interested in the commercial proposal and whether he can manage the organization’s budget.
Company size
How big a deal can be made with this client?
Case: VT-metall
Find out how we reduced the cost of attracting an application by 13 times for a metalworking company in Moscow
Find out how
Industry
Is the proposal relevant to the industry in which the client's company operates?
For successful demographic scoring, it is necessary to clearly define the image of the ideal client in advance.
Manually adding information
Sometimes the customer data collected is not enough to perform demographic assessment of leads. In such cases, the missing information is added to the database.
Services for collecting and providing the required information are provided by special services. The efficiency of their activities reaches 70%, and this is best demonstrated when working with public companies.
In addition, when using these services, the number of necessary landing pages and lead forms is reduced, while all information from clients is retained in the same volume. For example, the form on your site contains eight fields. By reducing this number to five, you will increase conversion by at least 30%. Such a picture is often enough to justify the costs of the services in question.