Lead scoring enables marketing automation, improves efficiency of Sales & Marketing and increases revenue. 73% of Leads are lost without a prioritization system reps struggle with leads that are not sales ready. "It works: 68% of “highly effective and efficient” marketers pointed to lead scoring as a top revenue contributor." Surprisingly, many companies still don't score their leads. According to MarketingSherpa's B2B Benchmarking Report , while many are thinking about lead scoring for their business, only 21% of B2B marketers have actually established a lead scoring program.
Inbound Marketing is the evolution of B2B sales processes, but if we are not aligning our sales and marketing we are not going to maximize our ROI. Sales enabelment is the best way to operate our sales efforts and keep up with today's empowered buyers .