Match Your Leads to the Rhythm of Your Sales Process

Posted by Jason Brown on Wed, Dec 11, 2019

I was recently working with a financial services firm to launch a new program aimed at providing analytically-scored sales leads to a team of field-based sellers. The scoring had tested very well with a pilot group, and we were now considering nuances of the rollout—for example, should we provide the direct score to the salesperson (on a zero to 100-point scale), or should we bucket the leads into simpler categories, such as high, medium and low?

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