CRM
Lead Scoring
Lead scoring is a methodology used to rank prospects based on their perceived value and likelihood to convert. It assigns numerical values to leads based on attributes and behaviors to prioritize sales outreach.
Examples
A B2B company assigns 10 points for visiting the pricing page, 5 points for downloading a whitepaper, and 20 points for requesting a demo.
Best Practices
Align sales and marketing teams on scoring criteria and regularly review and adjust the scoring model based on actual conversion data.