Jul 15, 2020 11:44 AM
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?
Jul 15, 2020 11:53 AM
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.
Jul 15, 2020 11:54 AM
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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HubSpot support and inbound marketing for OEMs, contract manufacturers, and industrial suppliers.
HubSpot Platinum Partner & HubSpot Certified Trainer
Jul 15, 2020 11:55 AM
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.
Jul 15, 2020 12:09 PM
Also think about equivalences.
For example like call form submission = chat conversation = fb messenger chat = 15 point
MOFU ebook downloaded = Webinar registration = 5 points.
Because leads use different types of communication and having equivalances gives you the same level of score.
Jul 15, 2020 12:12 PM