Glossary
Lead Scoring
Lead scoring assigns numerical values to leads based on their behavior and profile data to prioritize which prospects are most likely to convert. It helps sales teams focus on the hottest leads first.
Scoring Factors
- Behavioral: Website visits (+5), pricing page view (+15), form submission (+25), email click (+3)
- Demographic: Matches ideal customer profile (+20), local area (+10)
- Engagement: Responded to SMS (+10), attended event (+20)
- Negative: Unsubscribed (-30), bounced email (-10), no activity 30 days (-15)
How to Use Lead Scores
Set thresholds for different actions. Leads scoring above 80 get an immediate phone call. Leads between 40-80 go into a nurture sequence. Leads below 40 receive awareness content. This ensures your team's time is spent on the prospects most likely to convert.
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