How to Use Lead Scoring

Lead scoring is a way for sales and marketing to rank leads to determine how sales-ready they are. Leads are scored based on how much online activity the prospect has had with you, the amount of interest they show in your business, and how far along the buyer’s journey they are.

The traditional way of lead scoring was by assigning a rank like A, B, C or D, or using terms like “hot,” “warm” or “cold,” to a prospect to clarify exactly how qualified the lead is.

Now we have marketing automation tools that can apply a far more sophisticated approach to lead scoring, so you can manage the process of nurturing these leads better, and pass quality leads onto the sales team.


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