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What information about the sales organization, products/services, and customer pain points do you need before you design an effective lead scoring system?

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3 Answers
Demand Generation Strategy
  1. Steve Armenti
    Steve Armenti

    Google founder @ twelfth ⚡️ data-driven ABM ⚡️ | Formerly Google, DigitalOcean • 2y

    Start with the customer. Who are they, what do they care about, what are their problems, they trying to solve for, Jobs are they trying to get done. Then look at product differentiation, messaging. Bring that together and analyze how the sales team has historically reached out. What are they saying, what kind of messaging are they using, what's working and what's not. Consider the skills and seniority of the sales team that is reaching out to leads.

    448 Views
  2. Sheena Sharma
    Sheena Sharma

    JumpCloud Vice President, Revenue Marketing • 2y

    This is by no means exhaustive, but here are some of the angles I'd consider when building a lead scoring system: What does your web/content ecosystem look like? - what's your new content publishing cadence? What's the mix of content across one pagers, ebooks, webinars, IRL events? What high-value pages do you have on your site? What does a typical user's journey look like (are they binging a bunch of content in one session? Or visiting your home page and signing up for a trial?) Do you have acc ...Read More

    1,100 Views
  3. Erika Barbosa
    Erika Barbosa

    Counterpart Marketing Lead | Formerly Issuu, OpenText, Webroot • 3y

    Below is a summary of the information I recommend. However, please take this and evolve it to meet the needs of your business, target audience and goals. Sales organization. What is your sales process? How long is the sales cycle? Are you a product-led sales org, enterprise or somewhere in between? Based on your process, what type of sales team structure is in place to support the process? How has the team been performing and what are the forecasted outcomes? Product/services. What is your go-to ...Read More

    429 Views

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