HubSpot's Predictive Lead Scoring, Salesforce Einstein Lead Scoring
Posted: Wed May 21, 2025 6:44 am
Often combined with point-based scoring. Leads are assigned letter grades (A, B, C, D) based on their explicit fit (e.g., A=perfect fit, D=poor fit) and numbers based on their engagement score (e.g., 1=highly engaged, 4=low engagement). This creates a matrix (e.g., A1, B3).
Pros: Provides a quick visual overview of lead quality, helps with immediate prioritization.
Cons: Can be overly simplistic if not backed by detailed point scoring.
Negative Scoring:
A critical component of any model, it deducts points for actions indicating disinterest (e.g., unsubscribing) or poor fit (e.g., being a competitor).
Score Degradation/Aging:
Points are deducted over time if a lead remains inactive, acknowledging that interest can wane. This ensures sales isn't chasing stale leads.
Common Challenges in Collecting and Maintaining lithuania mobile database Accurate Lead Scoring Data:
Data Decay: Contact information (job titles, companies, emails) changes rapidly, leading to outdated records.
Incomplete Data: Missing fields on forms, or a lack of data enrichment processes.
Inaccurate Data: Typos, fake information, or inconsistent formatting.
Data Silos: Information scattered across different systems that don't communicate.
Bot Traffic: Automated bot activity can inflate engagement metrics and skew scores.
Attribution Challenges: Difficult to accurately attribute specific actions to individual leads, especially before they identify themselves.
Defining "Good" vs. "Bad" Leads: Requires continuous alignment between sales and marketing on what truly constitutes a qualified lead.
Over-Complication: Building overly complex scoring models that are difficult to manage or understand.
Pros: Provides a quick visual overview of lead quality, helps with immediate prioritization.
Cons: Can be overly simplistic if not backed by detailed point scoring.
Negative Scoring:
A critical component of any model, it deducts points for actions indicating disinterest (e.g., unsubscribing) or poor fit (e.g., being a competitor).
Score Degradation/Aging:
Points are deducted over time if a lead remains inactive, acknowledging that interest can wane. This ensures sales isn't chasing stale leads.
Common Challenges in Collecting and Maintaining lithuania mobile database Accurate Lead Scoring Data:
Data Decay: Contact information (job titles, companies, emails) changes rapidly, leading to outdated records.
Incomplete Data: Missing fields on forms, or a lack of data enrichment processes.
Inaccurate Data: Typos, fake information, or inconsistent formatting.
Data Silos: Information scattered across different systems that don't communicate.
Bot Traffic: Automated bot activity can inflate engagement metrics and skew scores.
Attribution Challenges: Difficult to accurately attribute specific actions to individual leads, especially before they identify themselves.
Defining "Good" vs. "Bad" Leads: Requires continuous alignment between sales and marketing on what truly constitutes a qualified lead.
Over-Complication: Building overly complex scoring models that are difficult to manage or understand.