Meaning ● Lead Scoring, in the context of SMB growth, represents a structured methodology for ranking prospects based on their perceived value to the business. It’s an automation-driven approach, typically implemented through CRM systems or marketing automation platforms, which helps prioritize sales efforts toward those leads with the highest potential for conversion. Effective Lead Scoring acknowledges that not all leads are created equal; it differentiates between various levels of engagement, firmographic data, and behavioral cues to identify sales-ready prospects for streamlined implementation within an SMB’s resource constraints.
