[1] The resulting score is used to determine which leads a receiving function (e.g. sales, partners, teleprospecting) will engage, in order of priority.
Explicit data is provided by or about the prospect, for example - company size, industry segment, job title or geographic location.
[2] Implicit scores are derived from monitoring prospect behavior; examples of these include Web-site visits, whitepaper downloads or e-mail opens and clicks.
Predictive Lead Scoring models can also be used to identify, qualify & engage product-qualified leads based on identifying statistically differentiating elements in historical user behavior which best predicts whether a user will spend above a certain threshold.
The success of Predictive Lead Scoring models is measured by their ability to identify a subset of prospective buyers who will account for a significant portion of sales opportunities.