It is important to base yourself on these two pieces of data to define the final score more accurately! as there is no point in having a lead with a good profile and no interest in what you offer! nor a super interested lead who does not fit the ideal customer profile.
The activation score is the line or cutoff between the MQL and the SQL. This means that the belize phone number library is ready to leave the marketing team and be forwarded to the sales team.
To avoid qualification or communication errors ! it is important to emphasize! once again! that the marketing and sales teams must make this decision together.
Establish a scoring standard
It is essential to establish a scoring standard for each action and characteristic of your leads. However! this continuous optimization to improve experience should not be assigned randomly! nor should it be distributed equally.
In other words! what you need to do is set a higher score for what has more weight and a lower score for what is not as important or does not have much impact on your business.
This practice will prevent low-qualified or completely unqualified leads from reaching the activation score! helping to prioritize more realistic criteria that make sense for the sales team.
Make good use of negative punctuation
Telling someone to make good use of a negative score may sound a bit strange! right? But the fact is be numbers in lead scoring you don’t need to use only positive scores. You can use negative scores to your advantage. How?
Using negative scores! you can maintain a balance between the profile and interest of your leads . For example! let’s say a lead has shown so much interest in your products or services that they have even exceeded the defined activation score.
This sounds good! right? But if the lead in question does not have the right profile! such as that of a decision-maker! there is no point in him having a good rating due to a high level of interest! since he does not have the power to make purchasing decisions in the company he works for.