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Predictive Lead Scoring

Predictive allows you to increase Lead to opportunities rates, improve win rates and increase average deal size.
 
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What is predictive modeling?

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.

Why is it important to score account at all?

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.

What’s the benefits of doing Predictive Lead scoring?

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.

key Takeaways

  • Predictive allows you to increase Lead to opportunities rates, improve win rates and increase average deal size.
  • Establishing qualifications for an account allows your marketing and sales teams to maximize their time and effort
  • Lead scoring and rating is beneficial because you don’t have to decide on your own what qualifications are important

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"Leadtime will change the way you run your business. Infuse transparency, collaborative and data-driven decisions into your business instantly with Leadtime."
Kevin O'Malley
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SalesLoft
"Leadtime gave us a single platform and a common language to use for account intelligence across the business -- now we have a great rhythm to run our business."
Bradley Wagner
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Hannon Hill
Sequr started prospecting a Leadtime list of accounts and our conversion rate from first-touch to demo doubled in comparison to previous lists.
Mike Maxsenti
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