Implementing Lead Scoring
Prioritizing the Right Leads
Design and implement a lead scoring system that helps sales focus on the leads most likely to convert.
50 minutes
4 sections
Learning Objectives
- Design a lead scoring model with demographic and behavioral factors
- Set MQL thresholds based on data
- Implement scoring in your MAP/CRM
- Iterate based on conversion data
Chapter Sections
11.1
Designing the Scoring Model
Demographic + behavioral scoring factors.
11.2
Setting MQL Thresholds
Data-driven threshold setting and tuning.
11.3
Technical Implementation
Building scoring in your marketing automation.
11.4
Iteration & Optimization
Using conversion data to improve the model.
Exercises
Scoring Rubric
Design a lead scoring rubric for your ICP.
Threshold Analysis
Analyze conversion rates at different score thresholds to set optimal MQL criteria.
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Implementing Attribution