Lead Scoring: "Most marketing organizations simply hand-off a huge list of names, or upload them to the sales database, then sit back and expect sales to call them all. After a few calls, most salespeople give up, deriding the leads as 'junk.' And so the finger pointing begins."
As your sales reps work furiously to stay afloat, they're becoming inefficient in their daily tasks... undermining the goal of doing more with less."
...hot leads are being thrown away simply because they're on the bottom of the pile of "junk" leads.
The key to effective lead scoring is formulating a way to capture information, score it, and measure it.
BANT: Budget, authority, need and timeline. - But, info gathering starts sooner.
Assign values by weighting actions based on their recency.
Benefits of lead scoring - decrease volume of sales ready leads.
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