Lead Score.pptx
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This document defines different types of sales leads - Marketing Qualified Leads (MQL), Sales Qualified Leads (SQL), and BANT leads. It provides examples of lead repositories with the number of leads of each type and their assigned weights. It then shows how to calculate a lead score by multiplying the number of leads by their weight and dividing by the total leads. The lead score is used to determine if the overall leads are poor, fair, or robust.
Lead Score.pptx
- 2. Marketing Qualified Lead (MQL) Lead is willing to listen to the salesperson!
- 3. Market Qualified Lead (MQL) Lead is willing to listen to the salesperson!
- 4. Sales Qualified Lead (SQL) MQL Leads with a capacity to buy and urgency to buy.
- 5. BANT Lead Budget, Authority, Need, Timeframe Lead has the following defined: Budget, Authority, Need, Timeframe
- 6. Repository of Leads MQL = 10 SQL = 3 BANT = 1
- 7. Weights assigned to each lead S.No. Type of Lead No of Leads Weight Total weight 1 MQL 10 30% 3 2 SQL 3 60% 1.8 3 BANT 1 80% 0.8 Total 14 5.6 Lead Score 5.6*100/14 =40%
- 8. Repository of Leads MQL = 20 SQL = 10 BANT = 5
- 9. Weights assigned to each lead S.No. Type of Lead No of Leads Weight Total weight 1 MQL 20 30% 6.6 2 SQL 10 60% 6 3 BANT 5 80% 4 Total 35 16.6 Lead Score 16.6*100/35 =47.4 %
- 10. Look up Table for Lead Score 1. Less than 50% = Poor 2. 50% - 65%. = Fair 3. > 65% = Robust Lead Score