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Lifecycle & CRM

Lead scoring

Definition

Lead scoring assigns a numeric value to each lead based on fit with the ideal customer profile and observed behaviour, so sales effort concentrates on the prospects most likely to convert.

Effective scoring separates two dimensions that are often conflated: fit, meaning whether this is the right kind of buyer, and intent, meaning whether they are ready now. A perfect-fit lead browsing casually and a poor-fit lead requesting a demo need different handling.

Scores must be calibrated against closed-won data and revisited, because a model built on assumptions decays quickly. If sales routinely ignore the score, that is information about the model rather than about sales.

More in Lifecycle & CRM

Churn rate

Churn rate is the percentage of customers who stop purchasing or cancel within a period. Revenue churn measures the value lost, which can differ sharply from the customer count lost.

Email deliverability

Deliverability is whether sent email reaches the inbox rather than the spam folder or a block. It is governed by sender authentication, domain reputation and recipient engagement rather than content alone.

Lead routing

Automatically assigning an inbound inquiry to the right owner by territory, product, language or value, within seconds of arrival. Usually the highest-return automation available to a UAE business.

Lifecycle stage

A lifecycle stage is a defined position in the customer journey — such as subscriber, lead, qualified lead, opportunity, customer — used in a CRM to segment communication and measure conversion between stages.

MQL and SQL

An MQL is a lead marketing considers ready for sales contact based on fit and engagement; an SQL is one sales has accepted as a genuine opportunity after its own qualification.

Revenue per recipient (RPR)

Revenue per recipient is the revenue generated by an email campaign divided by the number of recipients, measuring the commercial value of each send rather than engagement with it.

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