Effective Lead Scoring: The Benefits of Analysing Job Titles and Seniority Levels
One of the criteria that can be used for lead or deal scoring is job seniority. This could involve assigning a higher score to leads that hold higher-level positions within a company, such as a C-level executive or vice president, as they may have more decision-making power and budget authority. Conversely, leads with lower-level positions, such as entry-level employees, may be assigned a lower score.
Similarly, for customer health scoring, job title and seniority can provide insight into the level of engagement and satisfaction with the product or service. A high-ranking executive who is actively using and promoting the product is likely to be a satisfied customer and may also have the potential to become a valuable advocate for the company.
In addition, assessing the job titles and seniority levels of existing customers can provide insight into their level of engagement with the product or service, as well as their potential to become valuable advocates for the company. This can help businesses to identify opportunities for upselling, cross-selling, and referral marketing.
However, it's important to note that job title and seniority are not the only factors that should be considered when scoring leads or assessing customer health. Other factors such as industry, company size, past purchasing behavior, and level of engagement with the company should also be taken into account.
The benchmarking of the criteria is very specific to a particular ideal customer profile (ICP) and/or sales process. In a typical B2B scenario sales process involve multiple people from the customer side acting in multiple roles. It’s critically important to clearly understand the roles of the contacts in that process and act accordingly. Here are some examples:
Overall, using job title and job seniority as criteria for lead scoring and customer health scoring can help businesses to identify and prioritize high-value prospects and customers, leading to increased revenue and customer satisfaction.
There are a few challenges to using job seniority as a criteria for lead scoring:
To overcome these challenges, it is important to use a combination of criteria when scoring leads, including job seniority, budget, pain points, buying timeline and other important factors. Using multiple criteria can provide a more comprehensive view of a lead's potential value to the company.
There are a number of alternative criteria that can be used in addition to or in place of job seniority when scoring leads:
It's important to note that lead scoring criteria will vary depending on the company, product or service, and it's best to experiment with different criteria and adjust them accordingly.
Are you looking to improve your customer success strategy and boost your business growth? Look no further than our practical course on Customer Health Scoring, including a customizable template! And now with a code LINKEDIN50 you’ll get a 50% off the regular price.
This practical course provides valuable insights into using customer health scoring to improve customer engagement, retention, and loyalty. You will learn how to develop a robust customer health score metric and track it over time to identify trends and opportunities for improvement.
Our course includes a step-by-step guide to creating a custom template for your customer health scoring, so you can quickly and easily start measuring the health of your customer relationships. Plus, you'll receive hands-on support and guidance from our team of experienced instructors.
Whether you're new to customer health scoring or looking to refine your existing strategy, this course is the perfect way to take your business to the next level. Enroll now and start boosting your customer success today – don't wait!
For more about growth strategies, metrics, and scorings in our blog.
Follow us on LinkedIn, Youtube, and Facebook.← Go back to blog