Lead scoring chat: what's most impactful for you?

lalexander
HubSpot Employee

What is your most telling POSITIVE or NEGATIVE attribute for lead scoring? What would you give the most points to, and what you would give the least based on YOUR definition of an MQL / QL?

7 Replies 7
Lucila-Andimol
Recognized Expert | Platinum Partner

We mention about keeping the lead scoring aling with ABM for B2B clients. Pay attention to the buying role of the contact in order to really qualify it as an SQL. This should have a special score.

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Maria Lucila Abal

Directora de Operaciones

Andimol

HubSpot #2 Power User Champion

+5491154749499
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shannonrobinson
Member

Most Points: Leads that attended our program broadcasts and landed on our check out pages.

Least Points: Leads that are non-responsive to our emails over time.

Josh
Recognized Expert | Platinum Partner

We typically provide the most positive lead score for a BOFU form conversion (RFQ, Contact, etc.). 

 

A close second for a positive lead score is knowing the job title or the job role. For example, many of our clients are in the manufacturing space and prefer to work with engineers. If we know someone is an engineer or senior-level engineer, we would adjust the lead score accordingly.

 

Commonly amongst our clients, the most negative lead score is IP location specific to a few countries in which they know they cannot do business and there aren't commonly multiple locations in those countries.




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Josh Curcio

HubSpot support and inbound marketing for OEMs, contract manufacturers, and industrial suppliers.
HubSpot Platinum Partner & HubSpot Certified Trainer

dspoklie
Participant

B2C - Subscription Based

Positive: Visited Website Within 2 Weeks & Watched Full Clip

Negative: No engagement past 6 months

0 Upvotes
AM8
Top Contributor

Negative - People who request a sample product that is generally requested by people using our product as a hobby and not for a business. 

The sales team does not appreciate such leads reaching over to them because such calls tend to be long where the hobbyists ask a ton of questions but don't buy anything. We enroll such people in an email sequence and direct them to website pages where they can find the information they need. 

Hope this helps
Thank you.
-AM8 
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Lucila-Andimol
Recognized Expert | Platinum Partner

Also think about equivalences.

For example like call form submission = chat conversation = fb messenger chat = 15 point

or

MOFU ebook downloaded = Webinar registration = 5 points.

Because leads use different types of communication and having equivalances gives you  the same level of score.

linkedin

Maria Lucila Abal

Directora de Operaciones

Andimol

HubSpot #2 Power User Champion

+5491154749499
lucila@andimol.com
andimol.com
Aprende sobre HubSpot Conmigo
ndwilliams3
Key Advisor
  1. Separating engagment and data attribute scoring into separate scoring properties
  2. Postive:
    1. Online Meeting schedule
    2. Specific page visits
    3. specific campaign secondary conversions
  3. Negative:
    1. placeholder email domain (pulled from https://github.com/martenson/disposable-email-domains)
    2. invalid phone number