Lead Scoring: What’s Hot and What’s Not
JULY 21, 2011
by Rick Siegfried When we say a lead is “hot, what do we mean? Exactly when is a lead “cooked” enough to go to sales? The most essential aspect of lead scoring is that it is a shared methodology between sales and marketing. There must be organization-wide buy-in on your company’s lead scoring criteria, or else it will only serve as another basis for the two departments to blame each other as scapegoats for lost revenue. Explicit Scoring.