Tag Archives: Lead Scoring Model

Lead Scores are to Marketing Like Credit Scores are to Finance

Credit scoring has become foundational to the current financial system. It was conceived and has evolved to track and rate the history of a person’s financial choices. Through years of refinement in terms of both tracking and scoring individual actions, credit scoring became critical to anyone in the business of lending money. The Marketo Engage platform can build out a scoring system that your sales team can treat like their own personally curated Equifax score.

Lean Into the Idea

A lead scoring system built in Marketo should be developed cooperatively between the marketing and sales teams. The two departments will need to have an open and honest collaboration. The discussion will be wide-ranging covering the perceived values of everything from favorable demographic qualities to attending trade shows to simply clicking through to your landing pages. 

The point is to assess what actions and/or conditions have traditionally been those most likely to lead to sales opportunities for your company. Devote the planning and resources necessary to make sure your plan is a predictive tool your sales team can rely on. If you have data you can already study, you should be diving deep. If you do not have formal data, you can start with typical industry practices and anecdotal input from the sales representatives. 

Determine the Threshold

Different demographic categories and various actions can all be assigned different values. The more favorably your company views the action, the higher the value of the associated score. Taking a view of all the possible ways a contact can accumulate points, you will need to decide at what point value the sales team would consider accepting a lead.

If you have set up your model correctly, the sales team’s new leads will have already absorbed enough information about your services that they will find these contacts are ready to take things to the next level. This threshold is typically what determines when a contact becomes a marketing qualified lead (MQL). Just like a bank will take an Equifax score as proof that someone is a good candidate to open a credit card, the salespeople in your organization will be able to accept a MQL status as proof they should focus their efforts on that contact. 

Your Lead Scoring Model, Your Way

Your organization will determine what actions are most predictive of a Closed Won sales opportunity. These choices will determine the logic and actions of the campaigns in Marketo, meaning your Marketo instance will be tailored to fit your specific needs. The logic will be yours, but Leadous can help your organization make sure the actual Marketo programs are built with best practices in mind to ensure leads are scored and sent to sales as MQLs.

Even if you started from a place without hard data, once your campaigns are running in Marketo, you will have strong reporting capabilities. Using this data, you should periodically revisit your scoring campaigns. Keep refining your logic. Keep working on how you are collecting your data. Trends can and will change, and what was once highly predictive may become only loosely correlated. It can even be such that the MQL threshold itself needs to be reassessed.

The point of these reviews is not to achieve perfection, but to continue to work toward it. While the scoring model will be reliable, it will not be absolute. Even people with excellent credit scores can end up defaulting on their payments. However, you can use even these situations to reflect on potential modifications to the model. You can decide if you think recycling a record back through more marketing is a viable path, and what, if any, modifications to the marketing they would receive as they possibly work their way back toward being a MQL again.

Make Your Scoring Model Its Own Institution

When the scoring model is implemented and refined, everyone should be happier. Both departments will be able to focus their energies in the most productive places. The sales team will be working with contacts more likely to make a purchase. The marketing team will be able to demonstrate how their efforts lead to success. Properly maintained, over time, your program will gain a positive internal reputation as everyone around it recognizes its value.

The Leadous team can help guide you through the process. We have tools and experience that can help you strategize around your specific use case. Our experts will keep you on track and make sure your team avoids common scoring pitfalls.

For more information on Lead Scoring contact us at info@leadous.com

Lead Scoring – It’s Spooky

A quick search for ‘Lead Scoring’ tells you all about the methodology of assigning leads points for their demographic and behavior data to better qualify people for sales teams.  Adobe has ‘The Definitive Guide to Lead Scoring’ and countless other docs to tell you what and how. They all agree and so do we, that without automation and CRM integration lead scoring is a nightmare! This spooky season I want to share more eerie, spine tingling stories of ghostly lead scores that decay, scoring models brought back from the dead and leads that never die, they live on as lifelong customers.

Ghosts and Decay
A simple first step for implementing lead scoring is to initially grant points for specific demographic and firmographic data. Marketing teams are often stuck at this level of scoring and scoring models are abandoned because a solid scoring model needs more data. To build a robust lead scoring system a company needs to account for behavioral data as well. Marketing Automation platforms allow for tracking how the lead interacts with company communication. It also allows for tracking when a lead stops interacting with the company and how long it has been since the lead showed interest. In other words – how long have they been ghosting you? If a lead hasn’t interacted with the company, hasn’t opened emails or visited your site it’s time to implement score decay and begin to subtract points from their lead score. This insight helps sales teams filter which leads are responsive and which are unresponsive.

Leadous Brings Scoring Models Back From the Dead
Many companies have some version of scoring in place but lead scoring is a dynamic process; it requires constant attention or it dies.  Refreshing your existing lead scoring process produces the most current and effective lead scoring model. It allows marketing and sales to collaborate on the Ideal Customer Profile and strengthens alignment between the teams as they work toward a common goal.   Leadous will help you maximize your efficiencies, develop a strong lead generation strategy and build out your lead scoring capabilities to bring your current system back from the brink of death or help you iterate your model so it works for today.

Leads that Never Die (They Just Live On as Customers)
Lead Scoring models are built to qualify leads so that sales can start conversations with the most qualified leads and eventually turn those sales accepted leads into opportunities, but often these leads are lost to marketing once sales is involved. By utilizing marketing automation and CRM integration in lead scoring, marketing teams can track the quantity and value of their work from the first moment a customer raises their hand throughout the entire sales process. By tracking the amount of MQLs that turn into SQLs, marketing can prove their effectiveness and provide efficiencies for their sales team or uncover opportunities to redefine the Ideal Customer Profile or the entire scoring model. The best leads don’t die, they live on as your best customers.

Want more information on starting or re-starting your company’s lead scoring program contact us now or visit our Resources page.