Lead Scoring

Lead Scoring

Lead Scores

  • Used to identify customers who are showing signs of wanting to commit but have not yet committed
  • Mostly used on B2B sites to refer prospects to the sales force in combination with GeoIP
  • Provides an insight into the visitor’s interest level  when captured by Sitecore
  • Of secondary or tertiary importance when implementing Sitecore Engagement Analytics

Lead Scoring

  • The method of assigning points to each prospect
  • Points are assigned based on attributes you've associated with serious prospects
  • A high score helps identify a particular visitor as a prospect
  • The higher the score, the more likely they should be referred to sales 

Lead Score Data

  • Should include both explicit and implicit data
  • Explicit data is information provided by or about the visitor
  • Implicit data is information derived from monitoring visitor behavior

Sources