Lead Scoring
Lead scoring is a methodology for ranking prospects based on their perceived value and likelihood to convert, using demographic, firmographic, and behavioral data to assign numerical scores.
Quick Definition
Lead scoring is a methodology for ranking prospects based on their perceived value and likelihood to convert, using demographic, firmographic, and behavioral data to assign numerical scores.
Understanding Lead Scoring
Effective lead scoring models combine explicit data (company size, industry, job title) with implicit data (website behavior, email engagement, content consumption). Scores typically range from 0-100, with higher scores indicating sales-readiness. Manufacturing companies often weight factors like facility size, equipment age, and production capacity heavily in their scoring models. Lead scoring helps sales teams focus their time on the most promising opportunities rather than treating all leads equally.
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