You'll close 20% more leads with this one change...

Many sales teams face a common challenge: spending too much time chasing leads that never respond or rarely engage. These unranked or low-activity companies often slow down growth and drain resources. Instead of focusing on prospects that show little interest, businesses need a smarter way to prioritize leads and improve their chances of closing deals.

Activity scoring offers a practical solution by ranking every lead based on their engagement and responsiveness. This method helps sales teams focus on the most promising opportunities, saving time and increasing efficiency. Folera, for example, uses activity scoring to assign a score from 0 to 100 to each lead, ensuring clients only receive leads with a score of 60% or higher. This approach helps maintain a steady pipeline of active prospects and boosts sales consistency.

The Problem with Unranked and Low-Activity Leads

Sales teams often waste valuable hours contacting companies that rarely pick up the phone or respond to emails. These dead-end leads create frustration and slow down the sales process. Here are some common issues caused by unranked leads:

• Low response rates: Many leads never answer calls or reply to messages.

• Wasted effort: Time spent chasing inactive leads could be better used on engaged prospects.

• Inconsistent pipeline: Without a way to prioritize, sales pipelines become unpredictable.

• Reduced morale: Constant rejection or silence can demotivate sales reps.

  
  

This problem is widespread because many lead lists do not include any measure of activity or engagement. Without this information, sales teams cannot easily identify which leads are worth pursuing.

How Activity Scoring Works

Activity scoring assigns a numerical value to each lead based on their recent interactions and behaviors. This score reflects how active and engaged a lead is, helping sales teams prioritize their outreach. The scoring system typically considers factors such as:

• Recent contact attempts: Has the lead answered calls or replied to emails recently?

• Website visits: Has the lead visited key pages or downloaded resources?

• Social media engagement: Has the lead interacted with company posts or messages?

• Event attendance: Has the lead participated in webinars or industry events?

  
  

By combining these signals, activity scoring creates a clear picture of a lead’s current interest level. Leads with higher scores are more likely to respond and convert, while those with low scores may need nurturing or can be deprioritized.

Folera’s Approach to Activity Scoring

Folera uses a refined activity scoring system that ranks every lead from 0 to 100. This score reflects the lead’s engagement and responsiveness, ensuring clients receive only high-quality prospects. Here’s how Folera’s system benefits sales teams:

• Minimum score threshold: Clients never receive leads scoring below 60%, filtering out low-activity contacts.

• Consistent lead quality: The scoring ensures a steady flow of active, interested leads.

• Improved sales efficiency: Sales reps spend time on leads more likely to convert.

• Better pipeline predictability: Activity scores help forecast sales outcomes more accurately.

  
  

For example, a lead that recently downloaded a product brochure, attended a webinar, and responded to an email might score above 80. Meanwhile, a lead with no recent activity or contact attempts would score below 60 and be excluded from the client’s list.

Practical Benefits of Using Activity-Scored Leads

Sales teams that use activity scoring see clear improvements in their results. Some of the key benefits include:

• Higher response rates: Focusing on active leads increases the chances of meaningful conversations.

• Shorter sales cycles: Engaged leads move faster through the sales funnel.

• Better resource allocation: Teams can prioritize efforts on leads with the highest potential.

• Increased revenue: More conversions from qualified leads lead to stronger sales performance.

  
  

Consider a sales team that previously contacted 100 leads per week with a 10% response rate. After switching to activity-scored leads with a 60% minimum score, their response rate might jump to 30%, tripling the number of conversations and potential deals.

How to Get Started with Activity Scoring

If your sales team struggles with unresponsive leads, activity scoring can help improve your results. Here are steps to begin:

1. Evaluate your current lead sources: Identify if your leads include any activity data.

2. Choose a provider with activity scoring: Look for services like Folera that rank leads based on engagement.

3. Set a minimum score threshold: Decide the lowest acceptable score for your sales team.

4. Train your team: Help reps understand how to use activity scores to prioritize outreach.

5. Monitor results: Track response rates, conversion rates, and sales cycle length to measure impact.

   
   

By focusing on leads with higher activity scores, your sales team can work smarter, not harder.