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DOCUMENT DESCRIPTION

Lead scoring is a method of quantifying the value of a sales lead by categorizing its probability to generate revenue. With this information, Sales executives and managers can manage their pipeline more effectively by optimizing sales resource allocation. Lead scoring can rapidly improve the relationship between Marketing and Sales by driving measurable revenues.

This Excel-based Lead Scoring Template helps you analyze leads and identify strong prospects. The best possible score for a lead is 100, which is based on 6 criteria for evaluating explicit and implicit need for your product or service.

In this Lead Scoring Template, the first step is to define the criteria you will be using and the weighting scale. The criteria are divided into two major categories, profile and activities. Once you have defined your criteria, continue to the lead scoring tab, list all of your leads, and begin scoring them on scale of 1 to 10. The value in parentheses is the maximum value that can be granted for that particular category. Depending on the score you should determine whether your contacts are an A lead, B lead or a C lead.

Here are some areas costs that Lead Scoring can reduce:
*Initial Lead Generation Cost - once you have a better idea of the profile of a good lead, less time is wasted hunting down poorly qualified leads.
*Sales Conversion Cost - when you have scored each lead, you can mitigate lost sales by allocating high-quality leads to high-caliber Salespeople.

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Lead Scoring Template

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File Type: Excel (xls)

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Initial upload date (first version): Nov 19, 2013

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