Lead Scoring
Bahasa Indonesia: Penilaian Prospek
A numerical system that ranks leads based on their likelihood to become customers, using demographic fit and behavioral signals.
Definition
Lead scoring assigns a numerical value to each lead based on two dimensions: fit (how well the company and contact match your ideal customer profile — industry, company size, role, geography) and intent (how much buying behavior they're showing — website visits, content downloads, email opens, intent data signals). High-scoring leads (hot) are prioritized for immediate sales outreach; low-scoring leads enter nurture sequences. Lead scoring prevents wasted sales effort on poor-fit prospects and ensures high-value, in-market leads are contacted immediately.
Definisi dalam Bahasa Indonesia
Lead scoring memberikan nilai numerik pada setiap prospek berdasarkan dua dimensi: kesesuaian (seberapa cocok perusahaan dengan ICP Anda) dan intensi (seberapa banyak perilaku pembelian yang ditunjukkan). Prospek dengan skor tinggi diprioritaskan untuk outreach segera.
Questions & Answers
- How does lead scoring work?
- Lead scoring combines fit scoring (company size, industry, location, seniority match to your ICP — typically 0–50 points) with behavioral/intent scoring (email opens, website visits, pricing page views, content downloads, intent data signals — typically 0–50 points). Total score 0–100. Leads above 70 go to immediate sales outreach; 40–70 enter nurture; below 40 are low priority.
- What makes a good lead scoring model for SEA?
- A SEA-tuned lead scoring model weighs: geography (Indonesia/SEA > other regions), industry fit (your ICP sectors), company stage (startup vs enterprise depending on your product), intent signals calibrated to SEA (not just US/EU benchmarks), and contact seniority. WhatsApp activity — like message opens or link clicks — should be a scoring signal for SEA leads where email open rates are lower.
Related terms
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