Automate lead qualification by scoring prospects on behaviour and fit. Help sales focus on hot leads first, not random inquiries.
Not all leads are equal. Someone who visits your pricing page three times is hotter than someone who downloaded one ebook. Lead scoring ranks prospects by engagement and fit so reps prioritize properly. This chapter shows you how to define scoring criteria, configure point values for actions and attributes, set thresholds that trigger handoffs, and refine scoring over time based on which leads actually convert.
Manual lead management breaks at scale. Automation captures every lead, scores them by intent, and keeps them warm until they're ready to buy all whilst you sleep.
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Identify individuals who've shown initial interest in your offering, separating them from cold prospects for targeted nurture.
Flag leads who meet defined engagement or fit criteria, creating a qualified handoff between marketing and sales for efficient follow-up.
Identify prospects that sales has vetted as qualified opportunities, establishing the handoff from marketing to active deal pursuit.
Measure likes, comments, and shares to evaluate content resonance and algorithmic distribution on social platforms that reward interactions with reach.
Log emails, calls, and meetings automatically to understand what drives deals forward and coach reps based on actual behaviour rather than guesswork.
