What is Lead Scoring
Before we get into the details on how to build out a lead scoring system using HubSpot, let’s define some high-level terms.
Lead scoring is how you can prioritize what leads matter the most to your team. You do this by using a set of scoring criteria to determine how likely your lead is to convert based on your ideal customer profile (ICP).
Leads are commonly broken down into qualifying stages based on what channel they converted through or how often they engaged with your product. A user who converted through marketing channels, for example, would be an MQL (marketing qualified lead), whereas a user who converted via your sales team would be an SQL (sales qualified lead).
A good lead scoring system is the difference between wasting your time on a low quality lead and converting users that are ready to make the buy.