See how to use scoring and grading in Pardot, Salesforce’s marketing automation tool, to identify the best leads for your sales team. Trailhead: Pardot Lead Scoring and Grading Learn how Salesforce lead scoring can help your marketing team qualify and route leads to sales. Understand the importance of prioritizing and qualifying leads quickly and effectively. Trailhead: Opportunity Management: Qualify and Route Leads to Your Reps Salesforce’s lead scoring model has never been more powerful. See how Sales Cloud Einstein’s artificial intelligence can analyze your history of lead conversions to help you target the best leads going forward. Trailhead: Sales Cloud Einstein: Target the Best Leads See how Salesforce predictive lead scoring can help your sales reps work smarter. Learn how Einstein Lead Scoring uses artificial intelligence to predict which leads are most likely to convert and why. Trailhead: Take a Tour of Salesforce Einstein Gain an understanding of some lead scoring best practices in Salesforce. Go hands-on with setting up lead scoring for your company. Trailhead: Sales Cloud Productivity Best Practices: Direct Your Reps to the Best Leads Salesforce lead scoring integrates into our CRM platform for an easy and powerful user experience.Ĭheck out these resources to learn more about scoring and grading leads in Salesforce. Salesforce offers customizable, automated solutions for lead scoring and grading, including Pardot, our marketing automation solution. Lead scoring and lead grading are very effective when used in tandem to make sure that only the most qualified leads get passed from marketing to sales. Similar to a lead scoring process, various criteria are used to set up a lead grading system, including a lead’s location, industry, job title, and company size. Grading leads ensures that the leads being passed from marketing to sales match your company’s ideal customer profile. Lead grading: Automatically evaluating inbound leads with a letter grade (A - F) based on a number of factors. These and other factors make up a lead scoring model. Marketers can use various actions to contribute to a lead’s score, including the number of pages visited and searches performed on your site, whether or not prospects downloaded any resources from your site, and if they got to your site via an email click-through. By assigning points to the prospect’s actions you deem the most valuable, like visiting the pricing page or requesting a demo, you can create a score for your leads that will show how active they have been and how high their interest level is. Lead scoring: Automatically scoring inbound leads with a numerical value to indicate how interested they are in your product or service. Lead scoring and lead grading are two commonly used techniques to qualify leads - that is, to determine if a lead is worth passing from your marketing team on to sales.
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