Lead scoring – as a fundamental part of a company’s lead management strategy – has officially fallen out of fashion.  I say this based, anecdotally, on the number of B2B marketers I talk to who either 1) don’t use lead scoring at all, or 2) have a lead scoring system that clearly doesn’t work (or is completely ignored by the sales team) and have no apparent motivation to fix it. How did we get here?  Two reasons I can think…