Lead Scoring: Definition and Application
Posted: Thu Jan 30, 2025 6:29 am
Contents
1 How to implement Lead Scoring
1.1 Step 1: Assemble the sales team
1.2 Step 2: Develop a scoring matrix or scorecard
1.3 Step 3: Verify the logic
1.4 Step 4: Add to Marketing Tool
1.5 Step 5: Refine efforts
2 How to get more clients with a lead scoring strategy?
3 Why score a lead?
4 How to score a lead?
5 How do we establish scores?
6 Tools for your Lead Scoring Strategy
6.1 Hubspot
7 Lead Scoring in Hubspot
7.1 Step 1. Navigate to HubSpot Lead Scoring
7.2 Step 2. Set your grading parameters
7.3 Step 3. Perform a test to evaluate the contacts according to the criteria
7.4 Step 4. Create a list of prospective contacts automatically
7.5 Lead Scoring at RD Station
7.5.1 Step 1: Configure the profile
7.5.2 Step 2: Establish the importance of the lead's information
7.5.3 Step 3: Determine which field has the highest score
7.5.4 Step 4: Determine the interest
7.6 Step 5: Determine which group you are going to score
7.7 Lead Scoring in Salesforce
7.7.1 Step 1: Create a custom formula field in the lead
7.7.2 Step 2: Paste this pre-built Apex code
7.7.3 Step 4: Taking action
7.8 Lead Scoring in Mailchimp
8 Lead scoring example
8.1 How to implement the strategy?
9 Success stories when studying lead temperature
9.1 1 Visual.ly Case
9.2 Results
9.3 2 McAfee Case
9.4 Results
10 Conclusions
Lead scoring represents the degree of interest forex email list your potential client has in acquiring your product, after carrying out a previous process in which the goal is to establish a relationship with that potential client, providing them with the content they demand in order to gain their trust and subsequently, the purchase of your product or service.
A potential client's interest level allows you to execute segmented actions and track the behavior and activity of your leads , to determine the type of content they need at any given time.
To make this an efficient task, you should use inbound marketing software that will help you automate all your actions and keep your customer's interest level high.
“ Lead scoring is the process that allows us to assess whether a potential client is relevant to us. In other words, it is about scoring the conversion potential of a contact. Why should we do this? The answer is simple: we need to classify and prioritize sales efforts. ” Fer Muñoz – Manager of the Digital Agency Socialmood
How to implement Lead Scoring
To correctly implement Lead Scoring, you must follow the following steps to the letter:
Step 1: Assemble the sales team
Just like holding a sales process discovery meeting , you should schedule a meeting with your sales team to find out what key attributes need to be highlighted to help them better qualify.
Step 2: Develop a scoring matrix or scorecard
A scoring matrix should be a table that represents what you write down, the value of each criterion and the number of points that arrive at each stage of the buyer journey or sales funnel .
For example, is a lead with 200 Marketing points qualified? 300 points? What actions do they need to take to ensure they fit the qualification specifications given by the sales team?
1 How to implement Lead Scoring
1.1 Step 1: Assemble the sales team
1.2 Step 2: Develop a scoring matrix or scorecard
1.3 Step 3: Verify the logic
1.4 Step 4: Add to Marketing Tool
1.5 Step 5: Refine efforts
2 How to get more clients with a lead scoring strategy?
3 Why score a lead?
4 How to score a lead?
5 How do we establish scores?
6 Tools for your Lead Scoring Strategy
6.1 Hubspot
7 Lead Scoring in Hubspot
7.1 Step 1. Navigate to HubSpot Lead Scoring
7.2 Step 2. Set your grading parameters
7.3 Step 3. Perform a test to evaluate the contacts according to the criteria
7.4 Step 4. Create a list of prospective contacts automatically
7.5 Lead Scoring at RD Station
7.5.1 Step 1: Configure the profile
7.5.2 Step 2: Establish the importance of the lead's information
7.5.3 Step 3: Determine which field has the highest score
7.5.4 Step 4: Determine the interest
7.6 Step 5: Determine which group you are going to score
7.7 Lead Scoring in Salesforce
7.7.1 Step 1: Create a custom formula field in the lead
7.7.2 Step 2: Paste this pre-built Apex code
7.7.3 Step 4: Taking action
7.8 Lead Scoring in Mailchimp
8 Lead scoring example
8.1 How to implement the strategy?
9 Success stories when studying lead temperature
9.1 1 Visual.ly Case
9.2 Results
9.3 2 McAfee Case
9.4 Results
10 Conclusions
Lead scoring represents the degree of interest forex email list your potential client has in acquiring your product, after carrying out a previous process in which the goal is to establish a relationship with that potential client, providing them with the content they demand in order to gain their trust and subsequently, the purchase of your product or service.
A potential client's interest level allows you to execute segmented actions and track the behavior and activity of your leads , to determine the type of content they need at any given time.
To make this an efficient task, you should use inbound marketing software that will help you automate all your actions and keep your customer's interest level high.
“ Lead scoring is the process that allows us to assess whether a potential client is relevant to us. In other words, it is about scoring the conversion potential of a contact. Why should we do this? The answer is simple: we need to classify and prioritize sales efforts. ” Fer Muñoz – Manager of the Digital Agency Socialmood
How to implement Lead Scoring
To correctly implement Lead Scoring, you must follow the following steps to the letter:
Step 1: Assemble the sales team
Just like holding a sales process discovery meeting , you should schedule a meeting with your sales team to find out what key attributes need to be highlighted to help them better qualify.
Step 2: Develop a scoring matrix or scorecard
A scoring matrix should be a table that represents what you write down, the value of each criterion and the number of points that arrive at each stage of the buyer journey or sales funnel .
For example, is a lead with 200 Marketing points qualified? 300 points? What actions do they need to take to ensure they fit the qualification specifications given by the sales team?