According to industry research firm Aberdeen Group, companies with best-in-class lead prioritization and scoring systems have a 192 percent higher average lead qualification rate than those that do not.

Sophisticated businesses score their leads using BANT criteria (budget, authority, need and timing) scores, as well as the activity and engagement indicators (email responses, Website visits and form submissions), to help the sales team prioritize their efforts.

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Source: Lead Prioritization and Scoring: The Path to Higher Conversion, Aberdeen Group, May, 2008.