Lead scoring is an analytical method of ranking your Account leads against a scale. The higher the lead score, the better your chance of converting that lead to a customer. The scoring of the leads is done based on changes that occur in a record as well as the activities performed by your leads. Examples of these are: If your lead opened an email or clicked a link. Another example would be if their record in the CRM was added to a group etc. This all serves to give you an idea of which lead is more active and which ones you may have a better chance of closing, in a visual way. Using your lead scoring effectively can mean that you see where your best chances of success are so you can take action sooner.
Lead Score – Overview and How-To video.