Optimization, Measurement & Future Trends (1000 words)5.1 Lead Scoring & Prioritization

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Purpose: To systematically rank leads based on their likelihood to convert, enabling sales to prioritize their efforts.
Scoring Criteria:

Demographic/Fit: Industry, company size, revenue, job title, geography (how well they match your ICP).
Behavioral/Engagement: Website visits (especially high-value pages like pricing/demo), content downloads, email opens/clicks, webinar attendance, interactions with chatbots, social media engagement.

Negative Actions: Deducting points for unsubscribing, visiting jamaica phone number list career pages, or other disqualifying behaviors.
Defining Tiers: Establishing thresholds for MQL, SQL, and other stages (e.g., "MQL = 50 points").

Continuous Refinement: Regularly review lead scoring models with sales to ensure they accurately reflect conversion propensity. Adjust based on performance data and feedback.
Benefits: Increased sales efficiency, higher MQL-to-SQL conversion rates, better alignment between marketing and sales.