Lead Scoring Automation
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The Lead Scoring process is such an important piece of our sales framework that we have a dedicated topic for it. By leveraging AI, we can implement an automated scoring system to assess each data point of our leads based on your ideal customer profile's demographic and firmographic characteristics (such as company size, industry, and the lead's seniority) and their buying intent signals. We will then assign each lead a score for each of these characteristics and combine these scores into a single grade, enabling you to strategically prioritize your sales and marketing efforts to the most qualified leads.
In our sales framework, we recommend focusing cold calls on leads with a score of 8 or higher (on a scale of 1 to 10) and only after completing the nurturing sequence. This approach considers the possibility that a lead may schedule a meeting before the sequence is finished. Lead scoring is especially vital for leads acquired through inbound channels. Some organizations receive a large volume of inquiries, making it essential to filter these contacts effectively so you can engage with high-priority leads promptly.
Larger organizations are assigned higher scores as they are likely higher-priority targets for the sales team. Example: 0-500 employees: 0 points | 500-5,000: 1 point | 5,000-10,000: 2 points | Above 10,000: 3 points
Individuals in more senior roles receive higher scores due to their decision-making authority and influence within their organizations. Example: ICs: 0 points | Managers: 1 point | Directors: 2 points | C-level: 3 points
Certain industries are prioritized based on their alignment with your product or service. Example: Recruiting: 1 point | Venture Capital: 2 points | Advertising: 3 points | Software: 4 points
Scores are assigned based on the significance of specific signals. Example: Recent Funding: 1 point | Website Visit: 2 points | Open job positions: 3 points | Using a competitor: 4 points
