Lead Scoring in CRM: Prioritizing Prospects in the Consideration Phase Who Are Ready to Buy
Lead scoring is the process of ranking leads based on their fit and engagement with your brand. It helps prioritize outreach to the most sales-ready leads, segment marketing campaigns, and improve alignment between sales and marketing teams. A strong lead scoring model includes both demographic/firmographic scoring and behavioral scoring. Demographic/firmographic scoring looks at attributes such as job title, industry, company size, and geographic location to determine how well a lead aligns with your ideal customer. Behavioral scoring looks at actions like visiting key website pages, clicking through marketing emails, and downloading gated content. By using the emfluence Marketing Platform with Microsoft Dynamics CRM, you can automate lead scoring and get a complete picture of each lead's engagement.
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