Lead Scoring

Not all leads are created equal. Lead Scoring is a methodology used to rank prospects against a scale that represents the perceived value each lead represents to the organization. For example, a person who visited your pricing page and downloaded a guide might get +50 points (Hot Lead), while someone who just visited your careers page gets +0 points.

This archive explains how to set up a simple lead scoring system. We discuss separating “Marketing Qualified Leads” (MQLs) from “Sales Qualified Leads” (SQLs). By prioritizing the hot leads, your sales team can stop wasting time on tire-kickers and focus their energy on the people in Niagara who are ready to write a cheque today.