When there's a lot of leads to follow up with, it's important your sales reps are following up with the leads most likely to buy. Lead scoring helps your team determine who's interested and who's just looking.
Lead scoring is a set of rules to determine what makes a lead qualified to be contacted by sales. When using an automation platform, lead scoring can be applied to actions your leads take on your website, social media, and emails you send them. When leads take specific actions you know means they're ready to talk to sales, you can set up a notification to make sure someone in sales follows up right away.