Lead scoring is a strategic process of evaluating and ranking potential customers (leads) based on predefined criteria.
This method scores leads by considering various factors, including demographic, professional, and behavioral characteristics, such as interactions with the website, email, or company content.
The goal is to quantify each lead’s interest and propensity to purchase, allowing companies to:
- Identify the most promising leads
- Optimize the allocation of marketing and sales resources
- Tailoring approach and communication strategies
- Improve the efficiency of the conversion process
- Aligning the efforts of marketing and sales teams
This approach enables more effective management of the sales funnel, prioritizing the most qualified leads and increasing the overall conversion rate.