Understanding Lead Scoring to Prioritize Top Leads - business.com - Deepstash
How to Sell Anything

Learn more about marketingandsales with this collection

Effective communication

Persuasion techniques

Closing a sale

How to Sell Anything

Discover 81 similar ideas in

It takes just

12 mins to read

Lead scoring

Lead scoring helps prioritise top leads, increase conversions, and improve communication between the sales and marketing departments. 

Lead scoring is used to rank potential customers using criteria to identify which leads are ready to purchase. As a result, lead scoring can decrease customer acquisition costs and increase revenue.


185 reads

How lead scoring works

Lead scoring requires specific criteria assigned a number value. A basic measure is BANT (budget, authority, need, and timeline.)

Consider the essential factors from conversion sources and the critical areas that prevent leads from making a purchase. The total a lead gets will help you discover a conversion point threshold. Use the data to connect to your preferred customer relationship management (CRM) software.


34 reads

Benefits of lead scoring

Benefits of lead scoring include:

  • Increased sales efficiency. Your sales team can spend more time in closing sales qualified leads (SQL).
  • Lower customer acquisition costs.
  • Improved conversion rates. Your sales team can speak directly to those expected to buy.
  • Increased revenue.
  • Collaboration between departments.
  • Advanced targeting.
  • Stronger relationships. Lead data can ensure a better understanding of lead connections and correlations.


33 reads

How to build a lead scoring model

Turn buyers into buyer personas using existing sales data and observations. Separate your leads into converted leads and dead leads. Then use the lead-scoring criteria to rank all your converted leads.

Main lead scoring categories:

  • Demographic and firmographic (location, industry, company size, job title).
  • Behavioural data. How the lead visits your website, start a free trial, etc.
  • Email engagement.
  • Social engagement.

Do some testing to see which criteria most likely lead to a sale. Take the lowest score of a lead that became a customer. This is your lead score threshold.


26 reads

Lead scoring best practices

  • Keep the lead scoring simple. Too many data points can make leads look too similar.
  • Decide on processes. It's standard to follow up with a marketing qualified lead (MQL) and use drip email to look after the leads.
  • Define a follow-up schedule. E.g. high-quality leads could receive a phone call within 24 hours.
  • Connect your CRM. Automate your lead-scoring data through your DRM to notify sales and marketing teams to contact leads.
  • Frequently run a lead-scoring report to see if it matches your conversions.
  • Clean up data from leads that did not convert.


22 reads



Maintenance engineer


Explore the World’s

Best Ideas

200,000+ ideas on pretty much any topic. Created by the smartest people around & well-organized so you can explore at will.

An Idea for Everything

Explore the biggest library of insights. And we've infused it with powerful filtering tools so you can easily find what you need.

Knowledge Library

Powerful Saving & Organizational Tools

Save ideas for later reading, for personalized stashes, or for remembering it later.

# Personal Growth

Take Your Ideas


Organize your ideas & listen on the go. And with Pro, there are no limits.

Listen on the go

Just press play and we take care of the words.

Never worry about spotty connections

No Internet access? No problem. Within the mobile app, all your ideas are available, even when offline.

Get Organized with Stashes

Ideas for your next work project? Quotes that inspire you? Put them in the right place so you never lose them.


2 Million Stashers


5,740 Reviews

App Store


72,690 Reviews

Google Play


Don’t look further if you love learning new things. A refreshing concept that provides quick ideas for busy thought leaders.

Shankul Varada

Best app ever! You heard it right. This app has helped me get back on my quest to get things done while equipping myself with knowledge everyday.

Ashley Anthony

This app is LOADED with RELEVANT, HELPFUL, AND EDUCATIONAL material. It is creatively intellectual, yet minimal enough to not overstimulate and create a learning block. I am exceptionally impressed with this app!

Sean Green

Great interesting short snippets of informative articles. Highly recommended to anyone who loves information and lacks patience.

Laetitia Berton

I have only been using it for a few days now, but I have found answers to questions I had never consciously formulated, or to problems I face everyday at work or at home. I wish I had found this earlier, highly recommended!

Jamyson Haug

Great for quick bits of information and interesting ideas around whatever topics you are interested in. Visually, it looks great as well.

Giovanna Scalzone

Brilliant. It feels fresh and encouraging. So many interesting pieces of information that are just enough to absorb and apply. So happy I found this.

Ghazala Begum

Even five minutes a day will improve your thinking. I've come across new ideas and learnt to improve existing ways to become more motivated, confident and happier.

Read & Learn

20x Faster





Access to 200,000+ ideas

Access to the mobile app

Unlimited idea saving & library

Unlimited history

Unlimited listening to ideas

Downloading & offline access

Personalized recommendations

Supercharge your mind with one idea per day

Enter your email and spend 1 minute every day to learn something new.


I agree to receive email updates