Define Criteria: Determine the attributes and behaviors that indicate a lead's potential. This could include demographic information, engagement with content, past interactions, and more. Assign Scores: Assign numerical values to each criterion. For example, visiting the pricing page on your website might score higher than just downloading an eBook. Set Thresholds: Establish a scoring threshold to identify leads that are ready for further engagement from the sales team. Use Technology: Utilize CRM systems and marketing automation tools to automate the scoring process and keep track of leads in real-time. Review and Adjust: Regularly review the effectiveness of your scoring model and make adjustments as necessary to reflect changes in the market or business goals.