Lead Management – Why lead scoring matters

Your marketing team has been doing a great job in generating leads and you have leads coming in from various sources for your product – web forms, phone, outbound, purchased lists, just to name a few. But how do you know which leads to work on first? Not all leads are equal and effectiveness of your sales team depends on working on quality leads which have the most impact for your business.

Not all leads are equal and effectiveness of your sales team depends on working on quality leads which have the most impact for your business.Every incoming lead has a different level of importance based on the information present and the activity happening on these leads.

A lead which comes in from an important account and from a direct decision maker is several times more important than a lead which comes from an unknown source. Or a lead which has more activity on your website in terms of opening a resource, watching a video or downloading a white paper shows more interest than someone who is just passively visiting your website.

You need a way to understand theses data points for your product and be able to provide a score to a lead so that your sales team knows which leads are more important and urgent. That is where lead scoring comes in.

For More: lead scoring salesforce