Score Your Leads

Process Overview

<p>Lead scoring is a key part of the lead management process in order to determine the lead’s potential interest in your product or service. Potential factors for determining a lead's score include demographic information and behavioral activity. This information is important and useful to the efficiency of passing off qualified leads because:</p><ul><li>The higher the score, the larger the chance the lead is likely to convert.</li><li>Time sensitivity is key because scores are normally determined by when items are acted upon by the lead. In short, the score may be reduced by inactivity (such as not clicking on email links or blog posts).</li><li>Unqualified or cold leads can go through lead nurturing.</li><li>The sales team can prioritize calls (for example, by the level of activity from the lead).</li></ul><p>Your business' leads scoring schema should depend on a variety of factors that need to be determined depending on your business' individual criteria. Spend some time to figure out which factors are important to your business and come up with a lead scoring process that's right for you.</p>