What is Lead scoring?
Lead scoring is a method of ranking prospects by how likely they are to become customers, using a point system or a predictive model. Scores combine profile data, such as company size or industry, with behavior, such as email clicks, website visits and demo requests.
Why it matters for your business
Scoring helps sales teams spend time on the most promising leads first and gives marketing clear feedback on which campaigns bring in qualified prospects.
A software vendor's CRM raises a lead's score when they view the pricing page and request a demo, and alerts a sales rep once the score passes a set threshold.