What is a Lead Grading?
Lead grading automatically pre-qualifies a lead based on company size or industry. It denotes persona, fit, or demographic. The “ideal customer profile” must initially be determined before grading can commence. The BANT (budget, authority, need, time) method as well as demographics, customer preferences, etc. may be used to determine the lead grade. A grade (A,B,C,D, etc.) indicates how well a prospect fits the ideal buyer persona. Lead grades are typically used in conjunction with a lead score. When lead grading and lead scoring are used together, they streamline the sales cycle and ensure the leads are better qualified and properly nurtured before they reach the sales rep.