Coming up with a set of criteria and guidelines to assign a score to each lead can help you identify which leads to pursue, which to continue to nurture and which may not be ready at all. Lead scoring is an essential part of a solid marketing program and one that most businesses need. Your marketing and sales efforts will be more in alignment once you begin scoring your leads using a standardized system and you’ll be setting your sales team up for success. Guesswork, hunches and hopes just aren’t enough when it comes to qualifying leads. Creating a lead scoring model can help you swiftly sort and identify leads so your team knows what to do first. Your sales team will stop wasting time pursuing unproductive leads and will be able to focus on closing deals with customers who are truly ready to buy.

Tracking and properly analyzing your analytics is the #1 way to understand what’s happening with your business. That’s why analytics tools along with sales automation tools are so crucial to business and sales executives. While we know that sales calls are a crucial part of product success (and maintaining the company’s bottom line), until now we haven’t had a proper way to analyze call success. While sales can be tracked, figuring out what works and doesn’t was total guesswork. Until now.

There’s no golden formula when it comes to calculating the perfect price for your new product. A lot of times I have seen people pricing their products based on what they think is right, rather than finding out how their users value that product.