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You\u2019ve heard the old adage: quality over quantity. You might have a torrent of leads coming in, but the excitement fades quickly when few are actually turning into paying customers.<\/p>\n
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On the marketing side, you know there\u2019s little point in getting leads when they\u2019re not going to close.\u00a0<\/p>\n
Enter HubSpot lead scoring<\/span><\/a>. Lead scoring in HubSpot helps aligns your marketing and sales team, and gives you a way to focus on the quality of leads in your pipeline, not just the quantity.<\/p>\n Lead scoring is the art of using data to rank your prospects in order to determine how ready they are for the next step in the sales process. It\u2019s a scoring system shared by your sales and marketing teams that\u2019s based on your contact\u2019s actions and their fit for your business.\u00a0<\/p>\n Among other things, lead scores can be used to automate which contacts go in a given Active List<\/span><\/a>, and where they fit into your marketing workflows<\/span><\/a>. Lead scores are also a good indicator of whether a lead is ready to enter a more targeted HubSpot sales sequence<\/span><\/a>.<\/p>\n A lead score is typically determined by a variety of criteria, including different contact attributes, and how contacts interact with your content. This may include things like email clicks, content downloads, funnel stage, and more. Lead scoring is more likely to lead to conversions once you\u2019ve built a strategic content funnel<\/span><\/a>, and have a system to classify leads by buyer persona<\/span><\/a>.<\/p>\n In a nutshell, lead scoring indicates how ready a lead is to say \u201cyes\u201d when sales makes the move.<\/em><\/p>\nWhat is lead scoring?<\/h2>\n