lead scoring template & sales ready lead notification€¦ · establish lead scoring ranges...
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Lead Scoring 101 & Sales Ready Lead Notification
A step by step guide for implementing lead scoring and internal lead
notifications for your most sales ready prospects in Hubspot
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Set Up Custom Lead Scoring
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Pageview Criteria
Use incremental ranges of 5 Pageviews equal to 5 points Be sure to use “is greater than or equal to” and “less than” for the ranges
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Visits Criteria
Repeat up to 10 visits or more Tip: Provide a score for “greater than or equal to”
above 10 to capture those visits
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Repeat up to 10 downloads or more Tip: You can weight certain downloads (e.g. MOFU & BOFU) with higher scores
Downloads Criteria
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Emails Opened Criteria
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Emails Clicked Criteria
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Establish Lead Scoring Ranges
Step 1: Create a List “All Leads”
Step 2: Export “All Leads” List to Excel
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Establish Lead Scoring Ranges
Step 3: Sort Your Leads in Excel from Highest Lead Score to Lowest
Analyze this list. I calculate the average. A good rule of thumb is to double the average score and use that as a bench mark of your most qualified leads. So an average of 85 would suggest a lead score of 170 for a sales qualified lead.
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Establish Internal Lead Notification for Sales Qualified Leads
Step 1: Build Smart List for Leads > 200 (or whatever your lead score analysis suggests)
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Establish Internal Lead Notification for Sales Qualified Leads
Step 2: Build Internal Email Alert Workflow – Triggered by Smartlist “Leads > 200”
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Establish Internal Lead Notification for Sales Qualified Leads
Step 3: Create Internal Email with Relevant Contact Properties
Tip: Internal emails in Hubspot can only have one recipient. Work with sales to identify the best recipient.
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Optimize 3.0 Doug Kirk President
[email protected] 914 646 6369
Inbound Marketing Agency www.optimize3point0.com