Lead Scoring & Types

A Lead's Detail Page makes it easy for you to qualify, analyze and engage with Prospects, allowing you to convert Leads to Customers and drive sales faster. 

An Engagement Score is applied to each Lead created. The higher the score, the more engaged the Lead is in your Storefront. 

A Lead Type is set by you or can be automatically assigned by channel rules and is a way for you to track each lead as they move through the sales funnel. 

Want to generate more leads on your Storefront? Learn about lead generation best practices here.

In this article, you'll learn about your Engagement Scores and Lead Types.

Note: This feature is available to all Suppliers

 

Contents

Learn about Engagement Scores

Effectively Track Leads

Lead Types

 

Learn about Engagement Scores

An Engagement Score is calculated based on a Prospect’s behavior on your Storefront. The higher the score, the more engaged the Lead is.

These are the actions that are calculated into an Engagement Score, in order from highest impact to lowest:

  1. User submits an RFQ
  2. User submits a Sample Request
  3. User submits a Document Request
  4. User views a Document or a Formulation
  5. User messages an Expert 
  6. User views your Storefront

Engagement Scores can help your team focus on high-intent leads and better understand your customers’ needs.

 

Effectively Track Leads

You are encouraged to change the Lead Type as your Prospective Customer moves through the sales funnel so that your team can track more high intent Leads effectively.

There are a few ways to manage your Lead on Knowde. 

You can manage your Lead within the Lead’s Details Page:

  1. Navigate to your Leads grid under CRM in the left hand sidebar
  2. Click an individual Lead row within the grid
  3. Click the pencil icon Change to button in the top right corner 
  4. Select the desired Lead Type from the drop-down menu

Or, you can manage Leads with Quick Actions on the Leads Grid:

  1. Navigate to your Leads grid under CRM in the left hand sidebar
  2. Click the arrow on the left of an individual lead row within the grid
  3. Click Change Status between Message and Assign
  4. Select the desired Lead Type from the drop-down menu

Lastly, you can bulk manage Leads with Bulk Actions in the Leads Grid:

  1. Navigate to your Leads grid under CRM in the left hand sidebar
  2. Check the checkbox on the right of each individual lead row
  3. Click Change Lead Type text button on the top of the grid
  4. Select the desired Lead Type from the drop-down menu

 

Lead Types

Lead Types can vary depending on where the prospect is in their procurement journey, and how often they've engaged with you and your Storefront. Update the status of Leads as they continue down your Sales Pipeline, so that you know exactly what's happening with your Prospects. 

Inbound Lead: Inbound leads are considered visitors who have engaged with product offerings on your store, indicating a genuine lead.

Qualified Lead: Qualified Leads are considered ready for a sales professional on your team to reach out.

Opportunity: Opportunities are considered highly qualified leads with a potential for a deal.

Customer: Customers are contacts or leads who have placed an order on your Store.

Disqualified Lead: If you decide that a lead won't turn into an opportunity, you can disqualify it by changing the Lead Type and still have an audit trail for your sales process.

Archive: Archive a lead to hide it from the grid.

 

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