Do you need a Lead Scoring system?
One easy way to rank a potential lead is by the number of touchpoints or actions throughout your marketing funnel. If a customer landed on your website, poked around your pages, and finally filled up the free ebook form, that user is more engaged than someone who just bounced off.
Why do you need to score users? Because you want you and your sales team to dedicate more time to those who are more likely to become customers.
In my opinion, “relationships” is a stronger indicator than touchpoints. How is this person connected to my existing customers? Those users are more likely to be converted into customers.
Lead rank systems don’t leverage people’s connections; they are blind to this dimension that can highly contribute to the conversion.