B2B companies are turning to the potential of lead scoring — the automated process of qualifying and segmenting leads on your website — to identify valuable customer prospects, recognize those people who need a little more attention and determine visitors who just aren't a fit with your company. A welcome side effect of this process is the alignment created between sales and marketing.
How do companies actually score their prospects and label them? What real scores do they use? This won’t be your first article on Lead Scoring — more like your fifteenth — but unlike articles that list general steps for implementation, and about a hundred broad-spectrum scoring rules, this one will focus on what really works in practice.