If your business is directly involved with the selling of products and services to customers, it may often be difficult to understand the difference a 'hot lead' and a 'cold lead'. Their behaviours may be the same including how they interact with your sales team during sales meetings and sales calls, which only adds to this complexity. The challenge is time. The time lost pursuing a cold lead that has little or no interest in purchasing your products and services can never be replaced. In fact, the time lost may reduce the time spent and attention provided to a hot lead that is likely to close into a sale.
Lead Scoring helps businesses to identify the differences between leads by placing a number of sales attributes and giving each of these a score that helps separate hot and cold leads.