Your B2B software company is more successful when you focus on selling to organizations of a certain size, type, or industry. But beyond those basic targeting metrics, how do you determine which leads are the most valuable to your business and the most likely to become winning sales opportunities?
Most marketing and sales teams know what their best lead sources are, but without any system for qualified lead management, sales reps spread their efforts equally across all prospects. Lead scoring for your B2B business prioritizes top sales opportunities in order to improve your lead management process and accelerate your sales funnel.
A lead scoring system will set quantifiable parameters to determine which leads to prioritize and invest time and effort into, so you can convert them into high-value customers.