• Lead Scoring

    May 12th, 2009

    A process that grew out of the lead validation / verification industry where leads receive a score suggestive of their likelihood to close. Lead Scoring is highly analytical and one of the more rapidly advancing industries as buyers of leads realize that not all leads are created equal. If a person buys just a handful of leads, scoring is not that important, but once a person/company starts to deal with resource allocation issues, i.e., who should work what leads and which leads do we make priorities, lead scoring can play an invaluable role. It is not magical though and requires a lead buyer to have kept records on past lead performance, namely what leads worked and what didn’t so that those in lead scoring can create a custom framework for them moving forward. For certain companies, lead scoring is used internally and then buyers allowed to purchase leads based on score; this application works well for small to medium buyers who don’t have enough lead data to use lead scoring services on their own lead data.

    Category: Glossary

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  • Recent Comments:

    • Mike: Very timely post Jay. I was just having a similar conversation about this idea. I think, in most cases, that...
    • Jay Weintraub: Thanks, Avi. Those are great points.
    • avifischer: Jay, great post. Your point about the importance of lead quality should not be taken lightly for any...
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