Leads are the currency of the sales and marketing world: sales wants them, marketing brings them in. But as we all know, not all leads are created equal. Optimizing your lead scoring model makes for a more efficient sales and marketing process and ensures you’re allocating an appropriate amount of effort to a lead based on how well they fit your ICP.
When was the last time you reviewed your team’s scoring model and its predictivity to forecast future revenue? If it’s been a while, download the template to rebalance your lead scores to give only the best leads to sales.