Lead scoring refers to the process of ranking and giving scores to leads or prospects based on their likelihood to convert.  With the point system tied to behaviors and demographics, you can find the lead score of the leads. Higher scores indicate stronger sales potential.

Data-driven lead scoring insights and calculations leverage analytics to prioritize leads. It is helpful for the sales teams to make the work more productive and focus on the most efficient and potential opportunities.

Lead Scoring Formula:

Lead Score = (Demographic Score × Weight) + (Behavioral Score × Weight)

Let us break down the formula :

• Demographic Score: Points based on factors like job title, company size, industry, and location.
• Behavioral Score: Points for actions like website visits, downloads, and email clicks.
• Weight: Assign weights based on the importance to your business goals. This refers to what is important for your business(e.g., Demographics 40%, Behavior 60%).

Note: Demographic scoring points are assigned based on how well a lead matches your ideal customer profile (ICP).

Having higher scores leads to a closer fit with your target, and lower or even negative scores to those that don’t fit the target. 

Benefits and Use Cases of Leading Score 

• Prioritizing high-quality leads by focusing on conversion-ready prospects.
• Align sales and marketing and help to share clear lead insights.
• Improve sales efficiency and save time by targeting the best leads.
• Enhance campaign targeting by refining messaging by lead score.
•  Sales cycles can accelerate decision-making with a data-driven focus.
• Helps to make data-driven and informed business decisions for business productivity.  

Lead scoring boosts conversions by focusing on the most promising opportunities.