Behavioral data: How much does the lead interact with your company? Have they downloaded any important content? Are they subscribed to your newsletter? This data tells you more about the lead’s interest.
By combining demographic and behavioral data, your score will be more balanced and accurate.
In the end, it is useless to have a lead with the best profil poland phone number list e and zero interest, or one who is totally interested but does not fit the ideal profile .
The activation score is nothing more than the cut-off line between an MQL and an SQL, that is, when the lead should pass from the marketing team to 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 threshold, it will be easier to move on to the next step, which is to decide what grades will be given for each factor that counts in favor of the lead in the purchasing journey.
Create a scoring pattern
Defining a scoring pattern is the next logical step on the journey to perfect lead scoring. But what does this mean?
For each action a lead takes, or for each positive demographic characteristic it presents, a score must be assigned.