Predictive modeling is an evaluation process to determine which accounts are the best fit for your company. When it comes to Lead Scoring, a qualified account is assigned a score (between 0-100). When Lead Ranking, your accounts are assigned a letter grade from A to D. This process takes into consideration a variety of factors including the buying stage an account is in, demographics, technographics, firmographics, web presence, and overall compatibility. This type of predictive scoring and rating allows you to efficiently focus on your qualified accounts.
Having a set of qualifications for an account allows your marketing and sales teams to maximize their time and effort by focusing on the accounts that are most likely to move through the funnel.
This score can then be synced back into your CRM for sales and marketing engagement.
Predictive lead scoring takes the commonalities between your successful accounts into consideration as well as what the accounts that did not close have in common. Predictive lead scoring is beneficial because you don’t have to decide on your own what qualifications are important and should be included. Leadtime determines what to include as well as the weight of each factor included in the score. This allows you to increase Lead to opportunities rates, improve win rates and increase average deal size.