In the end, it is useless to have the lead with the best profile and zero interest, nor one who is totally interested, but who does not fit Telephone Number List the ideal profile. 3. Determine the activation score is nothing more than the cut-off line between an MQL and an SQL, that is, when the lead must go from the marketing team to Telephone Number List the sales team. Again, it is important that this decision is made jointly by the marketing and sales teams, to avoid problems later. By determining the activation limit, it will be easier to move on to the next step, which is to decide what will be the grades given for each factor that counts in Telephone Number List in favor of the lead on the purchase journey.
Create a punctuation pattern Defining a scoring pattern is the next logical step in your journey to the perfect lead scoring. But what Telephone Number List does mean? For each action of the leads, or for each positive demographic characteristic that they present, a score must be assigned. But the points should not be defined randomly, much less Telephone Number List equally distributed for all actions and characteristics. Whatever carries more weight to push the lead further down the funnel should receive a higher score, while less Telephone Number List important activities receive lower scores.
This will prevent candidates from being classified as smart solely on the number of positive actions they take and will prioritize more Telephone Number List realistic evaluation criteria. 5. Make good use of negative punctuation The score does not have to be only positive. By the way, it's a good thing it isn't. The use of negative punctuation is a good Telephone Number List practice that is worth following. Why? By making use of negative points, you manage to more easily maintain the balance that we refer to between the profile and the interest Telephone Number List of the leads, as we mentioned before.