PREDICTIVE LEAD SCORING
Dramatically increase win rates and reduce the cost of sales using Infer’s predictive lead scoring software. Our software automatically assigns highly accurate predictive scores to each of your prospects so you know you’re only working on leads that are ready to buy.
The Power Of Predictive Lead Scoring
Predictive lead scoring uses big data, artificial intelligence (AI) and machine learning to compute predictive scores based on accurate models. Traditional lead scoring is manual and inexact. Marketing and sales teams assign scores using little more than guesswork, gut instinct and a small set of behavioral clues. By contrast, Infer’s predictive lead scoring software leverages thousands of data points, including information collected in your CRM, your marketing automation platform (MAP) and our own massive database of company information.
Infer analyzes relationships between those data points and actual customer conversion history to precisely model buying behavior and assign accurate predictive scores to each of your prospects, revealing which ones are ready to buy. And unlike traditional lead scoring, it also performs fit scoring to identify which prospects are the best match for your products and offerings.
The result is precise guidance for your sales and marketing teams. Predictive lead scores enable them to confidently choose which leads to immediately prioritize, which to nurture and which to abandon.
What is Lead Scoring?
Lead scoring is the process of ranking prospects by their sales readiness. Each prospect is given a numerical score indicating whether and how soon they’re likely to buy. In theory, those scores help sales focus on only the best opportunities, maximizing conversion rates and shortening sales cycles.
The traditional approach to lead scoring is manual. Marketing and/or sales personnel assign scores based on prospect activity such as website visits, asset downloads, webinar registrations and requests for product information. The process is completely unscientific – driven by hunches, arbitrary formulas and a small set of behavioral signals. Not surprisingly, the scores aren’t very reliable. They overvalue some prospects and undervalue others, causing salespeople to waste time on leads that will never pan out, while missing genuine opportunities.
The problems go further. Not only are traditional lead scores bad at predicting whether and when a prospect is ready to buy; they typically say nothing at all about whether the prospect is a good fit for your product and sales strategy. For example, a prospect might be a poor sales target because it’s the wrong size, or in the wrong geography, or has the wrong technology portfolio – but you wouldn’t know any of that from the lead score.
How Predictive Lead Scoring Differs From Traditional Approaches
Infer’s predictive lead scoring addresses all of these issues. Instead of considering a small subset of behavioral data (a handful of marketing interactions), Infer analyzes all of the activity data in your MAP, as well as any third-party behavioral data you may have. It evaluates thousands of signals and millions of relationships among them and builds a precise model of buying propensity based on past conversions. It’s statistically rigorous, with no guesswork involved.
Infer not only computes highly accurate behavioral scores – telling you which prospects are most likely to convert and how soon; it also calculates fit scores, using the data in your CRM and Infer’s own vast database of company information. All of this would be impossible using old-fashioned manual methods. But with Infer, it’s a fast, precise automated process, thanks to advanced AI and machine learning. Infer empowers sales and marketing leaders to make better-informed decisions while increasing the effectiveness and efficiency of demand generation teams. No more wasted time on leads that don’t align with your strategic priorities. Learn more about what predictive lead scoring is and how it can be applied to your organization.
We’ve worked with countless companies to transform their lead scoring.
Here’s how we cut through the uncertainty and gave them the models that closed deals:
Won business from “A” leads
Higher deal size
How Lead Scoring Works With Infer
Integrate Your CRM And MAP Technology
You can seamlessly connect any CRM or marketing automation platform – including Salesforce, Marketo, Pardot and Eloqua – to Infer using our pre-built connectors or flexible API. Learn more about our CRM and MAP integrations.
Enrich Your Data
We enrich your data with thousands of data points from our proprietary database of firmographic, demographic and technographic intelligence on more than 19 million companies and 42 million prospects. This is used to build a fully fleshed-out profile including everything from company size to the technology they use.
The benefits of using enriched data to build profiles include:
- A complete picture of your buyer
- In-depth customer profiles for better-informed customer experiences.
- Increased lead score accuracy
Use Machine Learning To Find Patterns
Infer’s machine learning technology analyzes your enriched data and discovers patterns to discover which of your prospects are ready to buy and which should be nurtured or deprioritized. Predictive values are assigned to a huge number of data signals, all statistically proven to be accurate, to generate predictive behavioral and fit scores for each of your prospects.
Turn Scoring Models Into Sales Roadmaps
Infer combines your behavioral and fit scores in a matrix to provide a strategic roadmap for your sales team. The matrix tells salespeople which leads to go after aggressively, which ones need more time in nurture and which ones they should stop pursuing.
Deploy Across Your Stack
Each lead’s score is instantly uploaded into your business’s CRM and MAP. Your sales and marketing teams are immediately empowered to start acting on high-quality intelligence, wasting no time on dead-end leads and concentrating only on the most qualified. In addition to showing the scores, Infer displays key signals that contributed to the scores – right in your CRM and MAP. Your people not only know who to sell to, but how.
Want to see how this plays out with your own data?
Lead Fit Scoring
Infer uses key company data such as company size, geography, revenue, industry social presence and technology to generate detailed buyer profiles and fit scories that reveal whether or not prospects align with your products and sales priorities. It combines fit scores in a matrix with behavioral scores so you get a complete read on your prospects and leads. Learn More About Infer Fit Scoring.
Infer’s behavior scoring analyzes all the activity data in your MAP, looking for patterns indicating a propensity to buy. Predictive scores are assigned to each prospect that accurately show if they’re in-market, ready to convert and when. Infer can uncover great leads stranded in the sales funnel by detecting behavior patterns that would otherwise go unnoticed.
With accurate intelligence, you can streamline the sales process and pass ready-to-convert leads on to your teams, who can activate immediately. Learn More About Infer Behavior Scoring.
Purchased lists are only as valuable as the data you can extract from them. Infer uses machine learning to analyze lists to validate whether they’re actually the right fit for your product. Each new record is automatically scored by Infer and fed back into your CRM and MAP. You can instantly score each name on the list and only pay for the best leads. And you can increase the effectiveness of your account-based marketing (ABM) strategies with better target account lists. Learn More About Infer List Scoring.
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