How Important is Lead Scoring?
AUGUST 10, 2015
A lot of marketing teams still guess about when the right time is to pass a lead to sales. Without a consistent framework in place, your MQLs (marketing qualified leads) will be hit or miss, and your sales team will waste a lot of time pursuing leads that don’t convert. According to an oft-cited report by MarketingSherpa, 73 percent of all B2B leads are not sales-ready. Lead Scoring Overview. More leads = more sales conversations = more revenue.