Which process helps determine which leads are worth pursuing?

The process that helps determine which leads are worth pursuing is lead qualification. This involves evaluating and assessing potential customers based on specific criteria to identify those who are most likely to convert into paying customers. By prioritizing leads that demonstrate a genuine interest and fit the target market profile, businesses can focus their resources more efficiently and effectively.

Lead qualification typically includes assessing factors such as the lead's budget, authority, need, and timeline (often referred to as BANT). This allows sales teams to prioritize leads based on their chances of success, consequently optimizing sales efforts and maximizing conversion rates.

In contrast, lead scoring is a method used to rank leads based on a predefined set of attributes and behaviors, while outbound sales refers to the proactive approach of reaching out to potential customers. Demand generation focuses on creating awareness and interest in a product or service rather than directly determining the value of individual leads.