At Bella Pictures, the Inside Sales staff is responsible for setting appointments, during which the Outside Sales staff speaks with customers to learn their photography style. However, leads weren’t being prioritized well, setting back sales efficiency and creating challenges in predicting monthly sales.
DemandGen’s two-dimensional lead scoring methodology enabled a dynamic scoring model based on behavioral and buying data. Interest activity—such as website visits, email click-throughs, unsubscribes, bounce-backs and more— enable revised scores, so that Inside Sales is consistently updated on the best leads, right at the top of their call list.
