What is the score (lead score)?

I am a cyclist and enthusiast about the professional races and grand tours of Italy, France, and Spain. The scoring is pretty simple: the winner completes the total distance in the shortest time—at least for the overall winner. The process of how the winner gets to the end is highly complex and, like all professional sports, is widely debated. Lead scoring is not that different.

Most of our clients have implemented a lead scoring system (LSS). Many clients implement a minimum A, B, and C system with variables A=good, B=mediocre, and C=ignore. A few organizations apply a grading system to include + or - signs to create additional layers, whether the implementation was completed during the CRM installation or at some other time and forged into the current CRM. When did your team dust off the lead scoring system to inspect the value? Did Sales weigh in on the system? Does the sales team embrace the LS, or is it ignored?

We will pedal through the ups and downs of current-day LSS, the advantages and cadence of review, and provide a comprehensive perspective on optimizing your teams’ LSS.