Which type of score accounts for a lead's interactions with your organization?

The implicit score is focused on measuring a lead's engagement and interactions with your organization. It takes into account the various touchpoints a lead has with your marketing materials, website, emails, and other forms of communication. This score helps to quantify the level of interest and engagement a lead demonstrates, such as how often they visit your website, what content they interact with, and their responses to campaigns.

By evaluating these interactions, organizations can gauge the potential readiness of a lead to convert into a customer. The implicit score is particularly valuable in determining which leads are actively engaging with the brand and can help prioritize follow-up actions based on these interactions.

In contrast, explicit scores generally focus on the defined criteria that indicate qualification, like demographic details or firmographic attributes, while sales-ready scores might combine both explicit and implicit cues to indicate a lead's readiness for the sales process. Fixed rule scores use predetermined metrics or thresholds to assign scores rather than assessing genuine engagement. Thus, understanding and tracking implicit scores is crucial for effective lead nurturing and optimizing marketing strategies.