You’ll score leads based on multiple attributes. You can score them based on information they submit, as well as how they engage with your website and brand.
This process allows your sales and marketing team to prioritize leads based on where they are in the marketing funnel. Your sales team can focus on closing leads that are close to converting, while your marketing team can focus on producing content that will turn standard leads into hot leads.
It makes your system more efficient because your team can prioritize their strategy and focus on what is most important. When it comes to your lead scoring model, you’ll want to create one that works best for your business. Each company has their model for assigning points.
You’ll want to create a point system that fits with your business and the natural path your leads take to converting.