In today’s interview with Mick Hollison, we talk about predictive analytics as it applies to lead scoring. Mick is the CMO for InsideSales.com and a regular contributing author for Inc. Magazine.

Predictive analytics is a brand new topic for us on the BrightIdeas podcast. Predictive analytics helps you make objective decisions about lead quality based on key pieces of data. This information helps your sales team focus on those leads that have the highest probability of becoming customers.

Listen up and hear Mick explain in layman’s term what predictive analytics is, how it works, who should care about it, and how you can use it.