Qualified Leads and Lead Scoring

• Which companies became customers?
• What actions did they take before buying?
• How did they interact with your content?
• What are their common characteristics?

Example: Companies who watch your product demo and visit the pricing page often become customers.

Step 2: Create Simple Point System ⭐

Start with basic scoring – don’t overcomplicate:

Basic Demographics (Who they are):

• Right industry: +10 points
• Right company size: +10 points
• Decision maker role: +10 points

Basic Actions (What they do):

• Watches demo: +20 points
• Visits pricing page: +15 points
• Downloads content: +10 points
• Opens email: +5 points

Step 3: Set Up Tracking 📊

Start collecting data:

• Use your CRM (like HubSpot or Salesforce)
• Track website visits (Google Analytics)
• Monitor email opens (Email platform)
• Record sales interactions

Pro Tip: Most CRMs have built-in lead scoring – use that first before creating complex systems!

Step 4: Define Score Levels 📈

Keep it simple at first:

• 75+ points = Ready to buy
• 50-74 points = Almost ready
• 25-49 points = Interested
• 0-24 points = Just looking

Step 5: Test and Adjust 🔄

After one month, evaluate your scoring system:

• Which scores actually led to sales?
• What points need adjusting?
• What signals did you miss?
• What scores were misleading?

Why Do We Need Lead Scoring? 🎯

• It helps your sales team focus on the hottest leads first
• Saves time by not chasing uninterested prospects
• Increases conversion rates by talking to the right people at the right time
• Helps marketing understand what activities create real buyers

What To Do With Scoring Results? 🎬

Once you have your scores, here’s what to do:

• High Scores (Hot Leads): Have sales contact them immediately
• Medium Scores: Send targeted content and nurture them
• Low Scores: Keep them in newsletters and general marketing
• Zero/Negative Scores: Remove from active campaigns

👆 By the way, companies that effectively use lead scoring see 20% faster sales cycles and 30% better conversion rates because they’re not wasting time on the wrong leads!