Configuring Lead Scores in Manceppo
To determine the sales readiness of leads, Manceppo offers lead scoring functionality on both behavior and profile criteria. Lead scoring is a way to measure the likeliness of a commercial opportunity for a potential customer. The lead scoring features in Manceppo include:
- Demographic (or explicit) scores based on specific profile characteristics that are generally available. Think of insight about buying authority, position or company size.
- Activity (or implicit) scores based on lead behavior such as website visits, email opens and white paper downloads.
- Multiple lead scores: when you sell multiple products or services, let’s say both CRM and ERP systems, Manceppo allows you to set up a lead score per product line or, even better, per area of interest.
To set up lead scores in Manceppo to MailChimp, just follow these 3 steps.
Step 1: Define a score
Log in to Manceppo, go to: CONVERSION -> LEAD SCORING and add a lead score for an ‘area of interest’ by choosing ‘NEW SCORING PROFILE’. For instance a lead score indicating interest in CRM and a lead score indicating interest in ERP.
Step 2: Add demographic scores
To add scoring on demographic profile characteristics of a lead score click on ‘SET SCORING RULES’ and choose ‘ADD PROFILE SCORE’. For instance you can add a score when a job title contains ‘supply’ or ‘logistic’, scoring professionals like supply chain managers and logistics managers.
Step 3: Add activity scores
To add scoring based on behavior of a profile click on ‘SET SCORING RULES’ and choose ‘ADD ACTIVITY SCORE’. For instance you can add a score when a profiles visits your website, clicks on a link from an email you have sent with MailChimp or visited a landing page with a form. Activities are typically relevant when they occurred recently, so you can combine these scoring rules with a time period of 7 (last week) to 365 days (last year).
These scores are generic, but you can also choose to score more specific activities, for instance submission of a specific form. For this option choose ‘ADD SPECIFIC ACTIVITY SCORE’.
More on Lead Scoring
To continue reading on lead scoring click to our blogs ‘5 Key Dimensions of Lead Scoring that Determine the “DNA” of Your Leads‘ and ‘How to convert an MQL to an SQL‘.