Lead scoring is not a new concept – It’s been around for more than a decade now. From the start, it’s been used by sales and marketing teams to determine if a lead is sales-ready or if it needs to be nurtured.
In most corporations, the marketing team generates leads and the sales team closes deals. However, nowadays thanks to software , an outbound sales team can also generate quality leads. Indeed, sales reps can easily find prospects within a database of 200 million decision-makers. The implication is that an outbound sales team can find a good fit more easily. However, not every lead a team generates is responsive.
