Lead scoring provides sales with more qualified leads, giving your organization a better way to use your high-value human resources. It’s a great way to improve your sales team’s conversion rates and increase revenue.

This guide will help companies understand why, how, and when to implement lead scoring and improve execution with best practices and easy-to-use worksheets. With lead scoring, you can determine a prospect’s current level of interest in your business and use that information to drive sharper, more relevant engagement and speed up the sales cycle by moving a prospect forward the first time they raise their hand. Lead scoring also ranks the prospect’s demographics, like title, industry, and annual company revenue, to make sure they fit your target customer profile.

Whether you’re a lead scoring pro or just getting started, these scoring tactics, case studies, and measurement tips will transform your practices.