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Lead scoring is used in most B2B companies. It would be tough to follow up with every "lead" that came through, so sales must prioritize their time in order to maintain focus and efficiency. The implementation of a lead scoring solution can range from tiers, star system, percentage likelihood to close, or simply "hot" vs "cold" indicators. Lead scoring also doesn't have to happen on just leads; you can prioritize customers, opportunities, contacts, or activities/tasks that you have already planned for following up on your sales prospects. 

But is lead scoring really effective? It can certainly help to direct sales to know who to follow up with (and who marketing needs to nurture more) when done correctly, but there can be issues with the way the scoring is built that causes inaccurate scores. Here are some of the most common problems.

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Dreamforce 2019 sponsors are (or should be) in the middle of planning their engagement strategy: from utilizing six hours of meeting room time (Explorer: Insight Seekers), to the booth monitor and graphics (Navigator: Awareness Creators), to three Thought Leadership sessions (Groundbreaker: Engagement Generators). Getting the most out of Dreamforce sponsorship packages requires many decisions that often involve team collaboration such as input from previous event attendees, current event attendees, and stakeholders – trust us, we would know, having attended Dreamforce frequently – and this is on top of the general stress of planning event logistics.

Most individuals and businesses try to find the most "logical" solution to obstacles by doing research or looking at reviews before coming to a decision. Western cultures also value everyone having a say and the most popular choice wins. Combine the two and you get the quote, "Logic clearly dictates that the needs of the many outweigh the needs of the few." So it's no surprise that VPs and managers might vote to choose new company initiatives.