Modernize Your Sales Process by Automate Lead Scoring with HubSpot

[Humashankar]

In today’s fast-paced sales horizon, efficiently identifying and prioritizing high-quality leads is crucial for success. Manual lead scoring can be time-consuming and prone to errors, leading to missed opportunities and wasted resources. That’s where HubSpot’s lead scoring feature comes in – a game-changer for sales teams looking to automate and optimize their lead scoring process.

Problem Statement - Assign Points Based on Form Submissions

• Give points to leads based on their answers to specific form questions.
• Pinpoint leads with a larger budget or decision-making authority.
• Target leads most likely to convert and maximize your sales efforts.
• HubSpot’s lead scoring feature automatically assigns points based on form answers.
• Set up scoring rules that fit your specific sales needs.

The HubSpot Solution - Automate Lead Scoring with comfort.

HubSpot’s lead scoring feature is designed to streamline your sales process and help you prioritize leads with the highest potential value. By creating scoring rules that assign points based on user selections in your forms, users are able to:

• Automatically identify high-quality leads
• Prioritize your sales efforts on leads most likely to convert
• Save time and resources by eliminating manual lead scoring
• Gain valuable insights into lead behavior and preferences

Setting Up for Success:

Implementing HubSpot’s lead scoring feature is straightforward. Here’s a step-by-step guide to get you started:

The Lead Scoring feature empowers sales representatives to focus on high-potential deals, enabling them to prioritize and close deals more efficiently.

• HubSpot continuously updates scores as records meet specified criteria in the positive or negative sections.
• Points are added when records meet positive criteria and removed when they meet negative criteria.
• If records fail to meet positive criteria, points are removed, and if they don’t meet negative criteria, points are added.
• If criteria are removed from these sections, points will also be removed from existing records. To tailor this feature to your needs, follow these steps.

Step-1: Create a Property for Lead Scoring Calculation

To get started, navigate to the settings icon, and access the Data Management section. From there, select ‘Properties’ and click on ‘Create Property’ to establish a new property dedicated to calculating Lead Scoring. Please note that there are specific limitations to properties, which can be found by referencing this link HubSpot Product & Services Catalog

Step-2: Configure the property by labeling it as ‘Lead Scoring’, setting the data type to ‘Score’, and applying specific score criteria that align with your unique requirements. This will enable you to tailor the lead scoring system to your business needs and accurately evaluate lead potential.

Step-3: Once all conditions are met, the records will be automatically updated with a score, reflecting the lead’s level of qualification and potential value

Step-4: Utilize the Test Score criteria to assess and refine the record scoring process, as demonstrated below. This will enable you to validate the accuracy of your lead scoring system and make adjustments as needed to ensure optimal results.

Productivity Pointers:

A Must-Have for Modern Sales Teams

• Streamline your lead scoring process with HubSpot’s powerful tool.
• Give points to leads based on form submissions to identify high-potential leads.
• Focus on leads most likely to convert and maximize your sales efforts.
• HubSpot’s lead scoring feature is simple to set up and use.
• Create scoring rules that fit your specific sales needs.
• Essential for sales teams looking to boost revenue growth and efficiency.
• Simplify your sales process and close more deals with HubSpot’s lead scoring feature.

[PamCotton]

Hey @Humashankar,

Thank you so much for sharing this insightful guide on modernizing the sales process with HubSpot’s lead scoring feature. Your comprehensive breakdown of the problem statement and solution provided valuable insights into streamlining sales efforts. I appreciate the clear step-by-step instructions, which make implementing HubSpot’s lead scoring feature feel achievable for anyone looking to optimize their sales strategy. Your contribution is truly appreciated!

Kindly,

Pam

[Humashankar]

Hi @PamCotton - Thank you so much for your feedback and support !!

[Ruii]

Hi @Humashankar,

Thank you for this insights on how to create parameters about lead scoring. Would you also be able to provide a better action/solution so that we can include a “text” in our “description” field in one of our form submissions to be included as a criteria for lead scoring? We are looking at utilizing our form submissions too to measure the quality of the leads that we assign to Sales. Will greatly appreciate your thoughts on this.

[Humashankar]

Hi @Ruii

Thanks for reaching out on this note,

To incorporate the text from your description field in form submissions as a lead scoring criterion in HubSpot, start by capturing the relevant data.

Navigate to HubSpot’s Marketing section, then select Lead Capture and Forms. Either choose an existing form or create a new one, and add a “Single-line text” or “Multi-line text” field labeled “Description” or another relevant name.

Ensure that this field is properly mapped to a custom property within HubSpot’s Contact Properties, such as “Lead Description” or “Form Comments”, to accurately track and utilize this data.

As a next step, To effectively utilize the description field data, map it to a custom contact property in HubSpot.

• Begin by navigating to Settings, then Properties, and select Create Property if you haven’t already established one. When creating the property, choose Contact as the Object Type and select a relevant group, such as “Contact Information”.

For the Field Type, opt for Multi-line text, as this will accommodate detailed descriptions and ensure you can capture and store valuable information from your form submissions.

Subsequently, To assign lead scores based on the description field data, utilize the “contains” filters in HubSpot’s lead scoring feature.

Start by navigating to Settings and selecting Scoring, where you’ll find Lead Scoring under Properties.

• Click Add Criteria and choose Contact Property, then select the custom description property you created earlier.

Next, choose the “contains” operator and specify key phrases that indicate a lead’s level of interest or intent, such as “urgent need”, “budget approved”, or “immediate purchase”. Assign point values to each phrase based on their importance, for example, +10 points for “urgent need”, +15 points for “budget approved”, and +20 points for “immediate purchase”. By adjusting the point values according to keyword importance, you can refine your lead scoring system to accurately reflect the quality and potential of each lead.

Hope this helps - Happy to help further!!
Thank you very much and have a great one!
Warm regards

[Ruii]

Hi @Humashankar,

This is what we are looking for at the moment. We will develop this workaround into our Sandbox and do some testing before launching to live.

More importantly, thank you so much for you valuable insights on how to use “text” field as an additional criteria to lead scoring.

Best regards,

Rui

[Humashankar]

Hi @Ruii

To leverage a “text” field as an additional criterion for lead scoring, navigate to the settings menu and select “Properties.”

• Locate the “HubSpot Score” property or create a new custom score property, then click on the property name to access the settings.
• Within the “Positive” or “Negative” section, click “Add criteria” and select “Contact properties” from the available options.
• Choose the desired text field for scoring, such as Job Title or Company Name, and apply simple logic like “contains,” “does not contain,” “is equal to,” or “is not equal to.”

Assign point values based on the text content, for instance, +10 points for Job Title containing “CEO” or +5 points for Company Name containing “Fortune 500.”

You can also utilize negative scoring for undesirable text values.

Test your scoring criteria by selecting a contact and reviewing their score breakdown, then save your changes to apply the new scoring model to your leads.

Best Regards