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Lead Scoring Playbook
Automate Qualification
Build a data-driven scoring model that aligns marketing and sales while keeping your pipeline healthy.
Two Core Data Sets
Fit: Industry, size, title, tech stack
Behavior: Page views, downloads, demos
Scoring Model Options
- 1
Point-based: Manual rules, easy to adjust
- 2
Predictive: ML models for large data sets
- 3
Hybrid: Rules + ML pattern detection
Weight by Impact
Use historical conversion data. Apply higher weights to bottom-funnel signals like demo requests and pricing page views.
Threshold Actions
- ✓
Score triggers lifecycle stage change
- ✓
Automated workflows notify sales reps
- ✓
Round-robin or territory assignment
- ✓
Backup sequences for off-hours leads
Agree on response time SLAs between marketing and sales. Fast follow-up dramatically improves conversion rates.
The Key to Success
Collect sales feedback quarterly. Review closed-won and closed-lost to validate assumptions. Update weights when products or pricing change.
Need Lead Scoring?
We implement lead scoring systems that align your revenue teams.
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