Lead Scoring and Automation for Hedge Funds

Get the right leads to sales.

Lead scoring is a process to get the right leads, to the right salesperson. Lead scoring is a method of assigning points to each prospect you market too. Points are assigned based on specific criteria you set—those attributes you've identified as being most often associated with serious prospective investors. The higher the score, the more likely they are the right target prospect who is actively engaged in the buying process, and therefore, should be contacted by your sales team.

The most accurate lead scoring models comprise both explicit and implicit information. Explicit scores are based on information provided by, or are about the prospect, for example - company size, industry segment, job title or geographic location. Implicit scores are derived from monitoring prospect behavior; examples include website visits, whitepaper downloads, email opens and clicks, and the duration accessing content.

Research has shown that self-supplied explicit data can sometimes be overinflated or understated, but actions never lie, so a combination of the two (implicit and explicit) will give the best criteria on which to score

Give your sales team confidence.

Today’s investor has all the tools available both online and offline to make informed decisions. With access to all the information they require, they are able to self-educate, discover funds that will fit their investment profile, and look to form a view themselves as to which manager fits their investment profile. As hedge fund marketers facilitate this investment process, they must pay careful attention to the prospects’ digital activity in order to detect signs that they are ready to engage in a conversation with a salesperson.

ProFundCom takes its own expertise and maps it with client's experiences to provide in real-time the most accurate lead scoring reports which are automated and delivered straight to your inbox.

Find out more at our blog - the hedge fund marketeer.