What is Lead Scoring?
Sales Intelligence for your Products and Services
Lead Scoring is the objective ranking of one sales lead against another. Leads are ranked to prioritize which the buyer targets are most likely to buy to determine where sales should focus their efforts first.
Success now requires content that helps your buyers learn about your solution digitally. In most cases, this replaces sitting through intro pitches by business development reps. This is a great time saver for your business. However, it also means you lose some helpful insights that were gained by the sales rep during this early sales activity. Lead scoring allows you to capture information from that digital conversation by measuring what content the buyer is engaging with. This buying behavior can be reported to your sales team.
Our book explains all this in depth so you, as a consumer, can make the most educated decision for your company.