Lead scoring
Lead scoring assigns a rating to contacts or opportunities according to criteria of fit, interest or behaviour
What it means, how it is used and where it comes up, with its related concepts.
What it is and how it works
It helps to prioritise follow-up and should be reviewed against real results. It can use rules or predictive models. A high score does not prove purchase intent: it is an estimate whose usefulness depends on the data and on the definition of success.
Topics
Variants and linked concepts
- Scoring. Scoring is a rating based on criteria. In lead generation it should be explained what data it uses and what decision it helps to make.