Glossary

Lead scoring systems evaluate the “warmth” of a lead, typically by assigning point values to different criteria (e.g. demographics) or actions leads take in the sales or marketing process. When a lead reaches a specific point total, they’re considered a hot lead. Knowing when to reach out to a lead helps sales reps focus their attention on the right group of potential customers and be more productive.

Lead scoring is helpful for all teams looking to improve prospecting or efficiency. It’s especially useful for outbound sales with a large lead database, but even with a small number of leads, automated prioritization is helpful.