When your business gets inbound leads, you’ll need to figure out which of these to prioritize based on how likely you are to convert these into customers. Lead scoring is the process of evaluating leads, assigning values to them based on a selection of factors, and ranking them by their likelihood to convert.
Lead scoring acts as a vital marketing strategy to drive the sale of your SaaS tools and a bridge between your marketing and sales teams. Marketers generate leads to be passed on to sales, but if these prospects haven’t been scored, sales could end up wasting time on poor-quality leads.