Lead Scoring Checklist

Lead scoring is an integral part of your marketing automation campaign. This score helps in identifying your leads that are ready to convert into customers or leads that are going backward in your marketing-sales funnel. Advanced marketing automation tools like Aritic PinPoint offer predictive lead scoring models to enable marketers to make informed and data-driven decisions.

Lead scoring is ideally defined as a methodology that requires sales and marketing teams to come together and decide which lead has accelerated from being MQL (marketing qualified lead) to SQL (sales qualified lead) and which haven’t. Each lead’s activities are monitored closely, assigning values for each activity it does. It can be both positive as well as negative values, depending upon the engagements. The summing up of these values give a lead score that predicts the potential of this lead in becoming a customer. Traditional lead scoring models have long been replaced with a predictive lead scoring methodology for reasons more than one. Lead scoring is used to differentiate a qualified lead from an unqualified one. Every marketer wants to ensure that they know the key factors that will make their leads qualified and will help them to deliver the right content at the right time to make this happen. Download this checklist and tick mark each step of doing lead scoring right.