Lead scoring

Lead scoring is a term you can take quite literally. With it, you give all your leads a score, with the aim of ranking them by priority.

Parameters for lead scoring

For this score, the seller takes into account:

• How likely to buy;
• How big the amount of the expected purchase will be;
• How long it will take for the lead to make a purchase.

Using this score, the salesperson can rank his or her leads according to priority. This allows him or her to first pay attention to the leads in which he or she has the best chance. This allows for more efficiency and focus on the right leads.

When is this interesting?

If the sales team does not have time to address and follow up on all leads, it is smart to set up a lead scoring system. That way, your sales people won't drop important leads due to lack of time.

For lead scoring, salespeople do need sufficient information. If you do not have enough data on the leads, you will not be able to give them a good score and risk potentially dropping important leads. Data such as contextual data, company information and behavioural data are essential for scoring leads.

Discover more sales terms.