Lead Scoring
Giving leads a score based on profile and behavior, so sales focuses on the warmest contacts.
By Tanguy De Keyzer · Founder & digital strategist
What is lead scoring?
Lead scoring is the assigning of points to leads based on who they are (role, company size, industry) and what they do (open emails, view the pricing page, request a demo). The score predicts how sales-ready a lead is.
Why it is useful
Not every lead is equally warm. Lead scoring ensures that sales calls the most promising contacts first and that cold leads stay in a nurturing track until they are ripe. That way you do not waste sales time on those who are not yet ready.
How it works
In a CRM or marketing automation tool you set rules: certain behavior raises the score, low engagement lowers it. At a threshold value the lead automatically becomes an MQL and is passed on to sales.
See also
From theory to growth.
We turn Lead Scoring into measurable results for your business.