How to Choose a Lead Scoring System


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Here’s a comment from my marketing automation page I thought deserved a full post:

I work for a small company that is evaluating marketing automation and lead scoring is part of our requirements. Do you have any best practices when evaluating lead scoring? What is the core functionality that should be part of any good lead scoring methodology for a small business?

Here are my tips.

  1. Custom criteria in edition to the obvious ones like company size, job title, timeline. Your company may have its own special triggers you’ll want to capture
  2. Some degree of control over weight on the score (so you’lll be able to choose which items are more important for your organization, or you can add other score triggers like “attended a demo”
  3. A listing (in some way shape or form) of interactions, and information that is contributing to the score.
  4. An easy way to pass on the info to the sales team. If the score and activities leading up to the score are marketing only, well it doesn’t really help does it? 😉

That’s about it. Good luck! Anyone else, feel free to chime in!

Reposted from:

Jame Ervin
Dynamic Network Factory
Jame Ervin is an product marketing manager for Dynamic Network Factory in the storage industry. She deals with customers, the media and analysts, as well as the engineering team.


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