We need an automated way to distinguish from an inquiry and an MQL (Marketing Qualified Lead)! This is where lead scoring enters the picture. Lead scoring is “the process of assigning a ranking to sales prospects based on an understanding of the prospects’ interests and buying intentions. If you don’t have a lead scoring system, you are missing out on one of the biggest payoffs of marketing automation. Simply put, there is no better way to measure the quality of your leads and improve the effectiveness of your sales team in a scalable manner.”
So, what characteristics are common to leads that merit an A-level rating? What are the two types of information that affect lead scoring? And, how can we build a qualification model? Find out when you download Chapter 5: Lead Scoring Demystified.