What is Lead Scoring?
Lead scoring is the process of auto assigning values based on interactions that you have with a lead or prospect. The lead score is an assessment of the quality of a lead and provides an indication of the likelihood of the lead becoming new business.
How many sales managers have asked the question? What leads are going to close this month? And then have the sales rep spout off about all of the leads that they’ve nearly got over the line and are going to close in the imminent future. This is called “The rose tinted glasses phenomenon” (RTGP). Continue reading