Do you need a Lead Scoring system?

I don’t know any popular lead scoring system. Some CRMs like Salesforce or Hubspot offer an off-the-shelf solution.

When you read articles about how lead scoring should work, you get a bunch of techy buzzwords that sound good in theory until you start implementing them.

One easy way to rank a potential lead is by the number of touchpoints or actions throughout your marketing funnel. If a customer landed on your website, poked around your pages, and finally filled up the free ebook form, that user is more engaged than someone who just bounced off.

Why do you need to score users? Because you want you and your sales team to dedicate more time to those who are more likely to become customers.

In my opinion, “relationships” is a stronger indicator than touchpoints. How is this person connected to my existing customers? Those users are more likely to be converted into customers.

Lead rank systems don’t leverage people’s connections; they are blind to this dimension that can highly contribute to the conversion.


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Leo Celis