An essential part of Lead Management, lead scoring enables you to define what a Sales Ready Lead is within your organisation and helps to ensure that only truly qualified leads are passed to the Sales team.
It works by monitoring how your prospects behave across your channels to market – web, events, email engagement… so you can see how interested they are in your solution. Couple this with facts you know about them in terms of their company and job role – how they fit with your target audience criteria – and you’ll be in a position to deliver Sales-Ready Leads to your Sales team.
It’s often the case that Sales’ view of what a qualified lead is and what Marketing perceives it to be are poles apart. Working together, the Sales and Marketing need to agree on what defines a qualified lead.
Take a look at our “How to” guide here to find out more