{"id":8842,"date":"2023-01-05T06:11:05","date_gmt":"2023-01-05T06:11:05","guid":{"rendered":"https:\/\/bamboobox.ai\/dev\/https-bamboobox-ai-blog-account-scoring-lead-scoring\/"},"modified":"2026-02-10T11:04:43","modified_gmt":"2026-02-10T11:04:43","slug":"account-scoring-lead-scoring","status":"publish","type":"post","link":"https:\/\/bamboobox.ai\/dev\/account-scoring-lead-scoring\/","title":{"rendered":"B2B Lead Scoring &#8211; How to Score Your Leads for Prioritization"},"content":{"rendered":"\r\n\r\n\r\n<p class=\"wp-block-paragraph\">In lead scoring<strong>,<\/strong> you score the quality of your B2B leads using several criteria. You can score leads based on various factors, such as the lead&#8217;s information quality and engagement level with your website and business. This process improves your team&#8217;s ability to prioritize leads, provide timely responses, and close more deals. Let us discuss how you can optimize your B2B lead generation using lead scoring.<\/p>\r\n<p><img decoding=\"async\" src=\"https:\/\/bamboobox.ai\/dev\/wp-content\/uploads\/2022\/09\/Optimized-blogbanner-21.jpg\" alt=\"Optimized-blogbanner-21\" \/ loading=\"eager\"><\/p>\r\n\r\n\r\n\r\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_82_2 counter-hierarchy ez-toc-counter ez-toc-grey ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/account-scoring-lead-scoring\/#How_to_do_lead_scoring_of_B2B_leads\" >How to do lead scoring of B2B leads?<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/account-scoring-lead-scoring\/#1_Demographic_data\" >1. Demographic data<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/account-scoring-lead-scoring\/#2_Firmographic_data\" >2. Firmographic data<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/account-scoring-lead-scoring\/#3_Engagement_Data\" >3. Engagement Data<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/account-scoring-lead-scoring\/#4_Social_media_engagement\" >4. Social media engagement<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/account-scoring-lead-scoring\/#Is_lead_scoring_the_right_way_to_go\" >Is lead scoring the right way to go?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"#\" data-href=\"https:\/\/bamboobox.ai\/dev\/account-scoring-lead-scoring\/#Are_you_scoring_leads_or_accounts\" >Are you scoring leads or accounts<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"How_to_do_lead_scoring_of_B2B_leads\"><\/span><strong>How to do lead scoring of B2B leads?<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">Here are some ways in which you can score your B2B leads:<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"1_Demographic_data\"><\/span><strong>1. Demographic data<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">Are you targeting a specific group of people, such as CxOs or VPs, for your sales efforts? Answers to demographic inquiries on your landing page forms can help you determine how well they align with your ideal customer profile.<\/p>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">Using this data, you can filter out prospects who aren&#8217;t likely to buy from you by assigning them fewer points if they belong to a demographic you don&#8217;t target. If your business is restricted to a specific area, you might penalize leads who do not come from the correct city, state, zip code, country, etc.<\/p>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">Leads who submit information in required fields (such as a phone number) and provide information in optional fields (such as a zip code) may be rewarded with additional points.<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"2_Firmographic_data\"><\/span><strong>2. Firmographic data<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">As a business-to-business company, do you prefer selling to a specific range of customers based on factors like size, sector, or other characteristics? Questions like these can be included in the forms on your landing pages to identify prospects who are a good fit for your business and those who aren&#8217;t.<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"3_Engagement_Data\"><\/span><strong>3. Engagement Data<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">A lead&#8217;s level of interest in purchasing from you can be gauged partly by how they engage with your website. Consider the prospects who become paying customers: Which offers did they download? How many freebies did they sign up for? How often did they visit your website, and which pages did they look at before making a purchase?<\/p>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">You must carefully consider the quantity and variety of forms and pages. Leads who engage with high-value content or fill high-value forms may be rewarded with a higher score. Similarly, you may reward prospects according to the number of times they visited your site.<\/p>\r\n\r\n\r\n\r\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"4_Social_media_engagement\"><\/span><strong>4. Social media engagement<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">A lead&#8217;s level of interest can also be gauged by their interaction with your company on social media. What percentage of your company&#8217;s tweets and Facebook posts were clicked by interested parties? It would be interesting to know how many times they retweeted or shared those items. You can score leads based on how much they interact with your social media accounts and the levels of engagement they show.<\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Is_lead_scoring_the_right_way_to_go\"><\/span><strong>Is lead scoring the right way to go?<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\"><a href=\"https:\/\/bamboobox.ai\/dev\/blog\/lead-scoring-account-scoring\/\" target=\"_blank\" rel=\"noreferrer noopener\">Lead scoring isn&#8217;t the best approach for businesses<\/a> that sell items or services with a higher annual contract value (ACV). Unlike with low ACV solutions, the buying considerations, in this case, are more complex.<\/p>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">An expensive purchase needs more time and input from more people before making a final choice. Such businesses that sell high ACV solutions primarily focus on large enterprises rather than small and medium businesses (SMBs) because of the former&#8217;s substantial purchasing power vis-a-vis the latter.<\/p>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\"><strong>Lead scoring<\/strong> lacks much functionality in the B2B world, where purchasing cycles are becoming more intricate by the day. When a business that sells to other businesses considers that a single lead or individual can make a purchase decision on behalf of an enterprise, it ignores the input of key stakeholders, as well as the importance of the available budget.<\/p>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">Account scoring is now the way to go in the enterprise market, where companies typically consider between seven and ten stakeholders when making purchases.<\/p>\r\n\r\n\r\n\r\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Are_you_scoring_leads_or_accounts\"><\/span><strong>Are you scoring leads or accounts<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n\r\n\r\n\r\n<p class=\"wp-block-paragraph\">Prospective clients are ranked from most likely to least likely to become paying customers in the account scoring system. This is a critical step in <a href=\"https:\/\/bamboobox.ai\/dev\/blog\/how-to-build-a-qualified-sales-pipeline\/\" target=\"_blank\" rel=\"noreferrer noopener\">building a qualified sales pipeline.<\/a> You can identify opportunities and <a href=\"https:\/\/bamboobox.ai\/dev\/blog\/demand-generation-five-critical-actions-to-simplify-demand-generation\/\" target=\"_blank\" rel=\"noreferrer noopener\">generate demand<\/a> in the shape of companies rather than individuals when you apply the account score framework. This has the benefit of standardizing the messaging for the entire buyer cohort. Lead scoring can cause some uncertainty, but <a href=\"https:\/\/bamboobox.ai\/dev\/blog\/lead-scoring-account-scoring\/\" target=\"_blank\" rel=\"noreferrer noopener\">account scoring eliminates that possibility<\/a>.<\/p>\r\n","protected":false},"excerpt":{"rendered":"<p>In lead scoring, you score the quality of your B2B leads using several criteria. You can score leads based on various factors, such as the lead&#8217;s information quality and engagement level with your website and business. This process improves your team&#8217;s ability to prioritize leads, provide timely responses, and close more deals. Let us discuss [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":8845,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[154,104],"tags":[105,115,106],"class_list":["post-8842","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-account-scoring","category-predictable-pipeline","tag-account-scoring","tag-b2b-sales-and-marketing","tag-lead-scoring"],"acf":[],"_links":{"self":[{"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/posts\/8842","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/comments?post=8842"}],"version-history":[{"count":0,"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/posts\/8842\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/media\/8845"}],"wp:attachment":[{"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/media?parent=8842"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/categories?post=8842"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/bamboobox.ai\/dev\/wp-json\/wp\/v2\/tags?post=8842"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}