3. Set up scoring for Fit and Engagement Score properties
Add criteria with list membership filtering and allocate a relevant number of points for a given attribute and its tier.
(Example of Fit Score)
Note: Exclude contacts who should not be scored, e.g. your vendors. Assign eg. -100 points for the contacts who are members of a "Global Exclusion List".
4. Create a workflow to assign Advanced Lead Score and Engagement Score (graded into 1, 2, 3, 4 buckets)
Here you can see the part of the workflow.
Lead Scoring in HubSpot best practices.
Use automation to manage SLA workflows and notify Revenue Operations of missed pickups.
If sales fail to meet SLA, reassign the lead to another salesperson or send it back to marketing for disqualification.
Introduce negative weighting to deduct points for leads that are unlikely to convert.
Run scenario testing to ensure Lead Scoring points align with predetermined thresholds.
Use Lead Scoring setup and workflows within HubSpot to effectively manage lead handovers.
Lead Scoring is a powerful tool for businesses looking to streamline their sales & marketing process and boost conversions.
However, it requires the right strategy, regular monitoring, and updates to be effective.
And, what's most important, it has to be tailored to your go-to-market strategy, including the ideal customer profile with targeted segments.
Fortunately, HubSpot has made it easier for businesses to implement and benefit from Lead Scoring.
If you want to implement Advanced Lead Scoring in your company, just schedule a call with one of our consultants:
about the author
I help B2B companies drive revenue with Demand Generation Programs. RevOps Evangelist and marketer who thinks outside the funnel. Creating marketing programs aligned with how people want to buy, not in a way companies want to sell to them.