This is Why Your Lead Scoring Sucks
Udi Ledergor
82

With tools like eloqua or marketo you are able to score on the two seperate axes fit and interest. You use this model.

A not 100% fit can still mean sales because it might not be the right person/persona. But it might be related to the right persona. Do not write it off. But use a sale development representative to do a call and check the situation.

Also know that a scoring model is just a start. By using it in you evaluate and make changes if needed. For example when sales disqualifies the leads you mark as sales ready. Scoring is not more than just a helping hand and not the truth.

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