Despite the naysayers predicting its untimely demise, lead scoring as a buyer prioritization tool still has a lot of life left. But if you’re going to score your leads, you better do it the right way.

In this episode of The Revenue Growth Architects, we identify three of the most common lead scoring mistakes folks tend to make and (crucially) what you can do to avoid them.

For starters, we’ll look at why lead scoring should actually be viewed more as buyer prioritization and has less to do with just their activity and should be more aligned to the fit and buyer intent. We’ll also answer why having the proper data is key for lead scoring and why you should be iterating and improving your lead scoring efforts over time. Tune into this episode for a primer on lead scoring best practices guaranteed to make this prioritization tool one of the sharpest in your marketing ops arsenal.

Do you have a marketing ops question you’d like answered? Reach out to us at rga@cs2marketing.com.

Key Takeaways:

- Lead scoring isn't just about identifying who's engaging with your content, it's about prioritizing leads for efficient sales handoff.
- Having the proper data to support your lead scoring model is crucial. It's not just about having data, but having the right data.
- Lead scoring is not a set-it-and-forget-it process. It requires continuous improvement and analysis. Business dynamics change, and so should your lead scoring model.
- Lead scoring also acts as an identification tool for your target audience. It can help your teams quickly identify if they are bringing in the right people and make necessary adjustments to improve targeting and efficiency in lead generation efforts.

Jump into the conversation:

[04:01] Ensure proper data for effective demographic scoring.

[06:59] Adapt lead scoring to changing business dynamics.

[11:41] Lead scoring mistakes require prioritization and filtering.

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