Lead scoring should be a fundamental part of every marketing and sales team’s day-to-day duties. This particular methodology measures the value of each lead and helps reps determine how to prioritize their engagements with these contacts, as well as how the nurturing process should flow. In essence, you’re quantifying the overall benefit a lead poses to your business.
There are plenty of factors that come into play with regards to assigning a score to a lead. Two major “sides” of the score are perceived value and explicit value.