Criteria for Scoring Brainstorm and list all possible positive and negative indicators Assign . Points This is the basis for scoring Assign a numerical value to each attribute, . that reflects its importance in indicating the quality of the lead Positive points For example, Job title: VP of Marketing 10 points, . Company size: 500 employees 15 points, Visited pricing page 20 points, Downloaded demo 25 points Negative points For example, Job title: Student 5 points, Unsubscribed from emails 10 points, Visited careers page multiple times 15 points Consider .
Scoring criteria brainstorming
Time decay of action, consider implementing a time decay element where the score of older actions will gradually decrease. Actions are gradually reduced to ensure that the score reflects the most recent engagement. Set thresholds to define singapore whatsapp database the corresponding score range. For different lead states or actions, cold leads 020 points, need a lot of nurturing. Hot leads 2150 points, can carry out targeted nurturing activities. Marketing qualified leads mql 5175 points, can be carried out. Sales development, sales qualified leads sql 76 points, high priority, can be immediately followed up by sales.
Time decay behavior action considerations
Choose the right lead scoring tool that fits your budget, current technology stack, desired features, and scalability needs. If you’re a small business, consider starting with a simpler tool and upgrading as your needs evolve. Configure and marketing program essential lead scoring integrate scoring rules in your chosen tool, and ensure seamless integration with your CRM and marketing automation platform, which enables automated lead scoring, nurturing, and handoff. Test your model before full deployment.
Choosing the Right Lead Scoring Tool
Test your lead scoring model on a small scale, analyze the results, collect feedback from salespeople, and identify any gaps or areas that need tweaking. Train your team, educate sales and marketing teams on how the lead scoring system phone number business leads works, how to interpret the scores, and how to improve it. Their respective responsibilities at different sales stages are to monitor, analyze, and optimize lead scoring. This is an ongoing process, regularly review the performance of your model and track the conversion rate of your leads.