Thanks for sharing @LizO, I set-up a really similar process and used excel too, reviewing the positive and negative filters can become a real issue from the HubSpot properties section, I have over 50 set-up and scrolling through them can be a nightmare. It would be impossible to just hand over the process without the spreadsheet to support it. I would imagine it’s easier to start from scratch for someone taking it over. I made sure that any new scoring options are added to the spreadsheet with a notes box for context.
Maybe HubSpot could create an import/export process to make it easier? We can’t be the only ones relying on Excel for these properties.
You can see the spreadsheet template that I set-up here…
We used a 1-5 scale and that allowed me to set a safe value of -100 when I needed a contact to drop-off the lead nurturing process completely.
Lead scoring has become an essential part of our process, it drives a whole series of automation processes. Our leads reach a certain score and are pushed up as MQLs for the Sales team to review. If the Sales team reject the MQL it adds a negative score and resets the contact back through the scoring process. I’ve got several workflows, properties and lead scoring link-ups powering the lead qualification engine. All seems to be going well so far, we’re 18 months into this being launched.
My next project is to create more customised lead scoring for different services/products using the additional scoring properties.
I was lucky enough to get some dedicated time to spend on this project, I’d say it took about a month of time all-in-all (over a 3 month period), consulting, mapping, consulting, building, testing, re-building etc. It then took several months to implement and to be fair, it is very much still an ongoing process.
I’d recommend people getting stuck in and going for it. It was a hugely rewarding process for me personally and the team, it has also become a central part of our sales and marketing operations.