Predictive Lead Scoring in Sales: In-depth Guide [2018 update]

We discussed lead generation before. After lead generation, it is necessary to determine priority of leads.

What is predictive lead scoring?

Predictive lead scoring is a novel approach to prioritizing customers. No sales rep wants to lose time with unqualified leads and these systems enable reps to focus on qualified leads.

There are a few ways to name this activity: predictive lead scoring, predictive scoring, customer behavior modeling. It is a subfield of predictive sales analytics.

Why is predictive lead scoring relevant now?

Poor lead prioritization can decimate companies. Sales targets get missed, teams get demoralized. Most importantly, sales personnel fail to learn from their experiences. They can’t gain generalizable experiences as they encounter leads with wildly varying intent. Even the greatest sales tactics will not work on a customer who is not willing to buy. A sales person who has seen only customers who are not willing to buy, can lose hope on even the best sales tactics and processes. Read more

Leading vendors in predictive sales

Predictive sales solutions contains powerful predictive modelling features designed for B2B sales reps and their managers. With powerful algorithms, these solutions analyze customer and market data to provide best action suggestions to inside sales reps. To access the latest list of vendors, references and use cases, please visit our comprehensive guide on predictive sales.

TOP VENDORS

Salesforce Einstein: Einstein is a product of Salesforce which is the largest in Predictive Inside Sales use case. Read more