Not every lead is ready to buy — and treating all prospects the same is one of the fastest ways to waste time and lose sales. That’s why lead scoring is such a powerful feature in modern CRMs. It helps your sales and marketing teams prioritize the right people, focus their efforts, and ultimately close more deals.
With Bizon360 CRM, lead scoring is simple to set up and can make a big difference in how efficiently your pipeline runs. Here’s how to do it right.
1. Define what a “qualified lead” looks like
Before scoring, you need clarity on what makes a lead valuable for your business. Think about:
- Demographics: job title, company size, industry
- Behavior: website visits, email clicks, demo requests
- Fit: does the lead’s budget and timeline align with your offer?
This baseline helps you build a scoring model tailored to your growth goals.
2. Assign points based on behavior
Lead scoring works best when you reward meaningful actions. For example:
- +10 points for opening an email
- +25 points for booking a demo
- +50 points for attending a webinar
The higher the score, the more engaged and sales-ready the lead is likely to be.
3. Don’t ignore negative scoring
Just as some behaviors show interest, others suggest a poor fit. To keep your pipeline clean, you can subtract points for:
- Unsubscribing from emails
- Providing a personal email instead of a business one
- Job titles outside your target market
This prevents your sales team from wasting time on leads that won’t convert.
4. Automate the process
Manually tracking scores isn’t realistic. Bizon360 CRM automatically updates lead scores as data comes in — so when someone clicks an email or visits your pricing page, their score changes instantly.
This ensures your sales team always works with the freshest, most accurate information.
5. Align sales and marketing
Scoring only works if sales and marketing agree on what makes a lead “hot.” Set clear thresholds (for example, leads with a score above 70 are sales-ready) and create workflows that notify reps when a lead crosses that line.
This alignment ensures no high-potential lead gets overlooked.
6. Refine and improve over time
Lead scoring isn’t static. Use your CRM reports to see which scores actually led to conversions. If a +10 action never correlates with sales, adjust it. Over time, your scoring model will become sharper and more predictive.
Lead scoring is more than a numbers game — it’s a strategy for focusing on the right opportunities at the right time. By defining what matters, automating updates, and aligning sales with marketing, you can boost efficiency and conversions across the board.
With Bizon360 CRM, building a smart lead scoring system is straightforward, giving your team the clarity it needs to turn more leads into loyal customers.
Because in sales, it’s not about chasing every lead — it’s about chasing the right ones.