Lead scoring is a statistical method that is usually used by sales and marketing departments to rank prospects in a measure that estimates the value that each lead can bring to an organization.
The final score is used to understand how close a prospect or customer is to making a purchase to determine who the company should focus on first and take an action to get this client to make a purchase.
This way, lead scoring models enable an organization to identify a potential client based on their purchase stage and interest level. It can assign values on any scale, for example, from 1 to 5 or from “not interested” to “extremely interested”. The benefits of lead scoring are improved efficiency and effectiveness of marketing and sales as well as revenue growth.
Check our blog post Optimize your sales, focus on appropriate leads to learn more about lead scoring.