Lead scoring is an essential part of the sales funnel, and this is no exception for SaaS companies. It allows them to:
Identify customers who will convert to buyers
In the SaaS industry, your best quality leads will be those prospects who have requested demos, sent inquiries, or signed up for free trials or a freemium account, as these consumers have already expressed an interest in your service. Lead scoring allows sales teams to identify these customers and prioritize them.
Make sure to rate highly those prospects who come into contact with a wealth of touchpoints, such as your website, social media, customer support. Customers on a free trial are much more likely to convert when they’ve had more contact with your sales and marketing teams.
Informed sales and marketing teams
Lead scoring doesn’t only rank leads based on their likelihood to convert. It provides lots of useful information to sales and marketing teams so that they can target potential customers appropriately.
Information gathered and included in lead scoring might consist of the customer’s team and account size, the frequency of their product usage, and their needs. Not only does this help the sales team identify the best opportunities, but it also gives them the information needed to provide appropriate pricing plans and offers to that customer.