61% of B2B marketers send all leads directly to sales; however, only 27% of those leads will be qualified (MarketingSherpa). Sending only the high quality leads helps sales close deals more efficiently.
Assign point values to prospect actions that you deem important. Use these scores to determine how interested your prospects are in your product or service.
It’s not enough for a prospect to be interested in you. Use lead grading in tandem with lead scoring to judge whether or not prospects meet your ideal profile.
When leads don’t meet your scoring threshold, place them on nurturing tracks before assigning them to sales. Once leads begin to respond to nurturing efforts and their scores increase, you can automatically assign them to sales for follow up.
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