Patrick BiddiscombeNew Breed · Founder & CEO of New Breed | HubSpot-Led Growth | Advisor to HubSpot & FinQore

The A-Z On Lead Scoring The RIGHT Way

Name: The A-Z On Lead Scoring The RIGHT Way
Uploaded: 2024-02-28T13:00:02+00:00
Duration: 47 s
Channel: Patrick Biddiscombe
Description: The speaker argues that lead scoring by itself is insufficient: to make scores actionable for sales reps you must package them into complete campaign…

28 Feb 2024 · 1 min

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0:47

The speaker argues that lead scoring by itself is insufficient: to make scores actionable for sales reps you must package them into complete campaign materials — targeted segments, emails, content, decks, call scripts — so reps have a ready-to-use flow and will trust and use the scores. This excerpt focuses on operationalizing lead scores into sales enablement bundles.

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Lead scoring in a vacuum is fairly worthless. Just having a score and thinking a rep will use it just as we were talking about is a hard thing. What you need to do is say, hey, I'm running this campaign with my sales team and I'm doing segments of our database or of our territory or whatever. And here are these specific people and I've kind of ranked them by a score. Here is the emails to send those people, the content to engage the people, the deck, the call script, everything. And if you package it all up as a full campaign or program for a rep, they're like, great, you have done the totality of the work for me because a big input to that rep algorithm that's in their head is like, what are the materials I already have that I go to that I trust that I'm going to go and share with those people. So if you give them the whole flow that is good, it is going to work and work really well.