Why Lead Scoring is the New Opportunity Stage
MAY 4, 2012
By the time a potential buyer is talking to you, she has probably done plenty of research and might even be leaning towards a particular vendor. If you can’t get honest answers, how do you know where to put a lead in the pipeline? To identify serious buyers, you need to understand a lead’s behavior. That’s where lead scoring comes in. Put another way, lead scoring is the new the opportunity stage.