What Is the Best Way to Qualify a Lead?

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Use lead scoring to assign value to behaviors like downloads or email engagement and prioritize the leads most likely to convert. Click to explore how marketers evaluate lead quality before handing off to sales.

Lead qualification helps you avoid wasting time on contacts who aren’t ready to buy. Instead of treating all leads the same, use scoring systems to prioritize based on data — like email open rate, time on site, or job title.

Set up a points-based system (e.g., +10 for attending a webinar, +5 for downloading a checklist), and create thresholds that determine whether a lead moves to sales or continues to receive nurture emails.

Tools like Gleam allow you to track lead behavior based on campaign actions, giving you more context on how interested a user is based on what they’ve entered, clicked, or completed.