What is a Lead Scoring?
Lead scoring is a pre-determined scoring method that ranks leads based on their “perceived value” or interest in purchasing the product or service offered. Lead scoring systems consider basic behavioral activities such as web visits, downloads, and completed forms. When combined with lead grading, the lead score is a good indicator of when the lead might be ready to be sent on to sales. The lead score is also used to prioritize functions presented to the lead (i.e.: sales, teleprospecting, etc.). Sales teams monitor and are integral in providing feedback on the type of leads that eventually buy and timing between receiving the lead and actual purchase.