Hi everyone! I’m curious to hear how different teams are handling lead creation in HubSpot. Do you create a lead as soon as a contact is added, or do you wait until a certain action is taken—like when a meeting is logged, a form is submitted, or a specific lifecycle stage is reached? I’m trying to understand what criteria others are using to define when a contact officially becomes a “lead” in their system. Would love to hear your best practices or workflows! Thanks in advance!
Hi @RJRao,
This depends a lot on the company, services/products, B2B/B2C, whether there is a pre-sales team (SDR) or account executives (AE) only. Generally, lead creation could happen in the following cases:
- Based on intent data once this information is available (e.g. integration with Dealfront, Zoominfo or similar)
- Based on content-magnet conversions (whitepapers, webinars etc)
- Based on handraiser activities (contact form, talk to sales, book a demo etc)
- Based on scoring (e.g. contact meeting a score threshold based on page views, newsletter opt-in, ad interactions etc)
This depends a lot on the organisation because there’s no point in creating leads based on a contact engagement score, for example, if account executives are swamped with intent data and handraisers. If there are SDR, additional sources could potentially evaluated as well.
Hope this helps!