Setting Up Lead Scoring Integration to Prioritize Accounts and Contacts
Welcome to our guide on how to set up a lead scoring integration. Here we'll walk you through this process step by step. We aim to provide you with a comprehensive understanding to successfully implement this yourself.
Step 1: Preparation
At this point in your process, you should have a list of companies, a list of enriched contacts, and merge fields ready to be integrated into your email automation tool.
Step 2: Enrich Data
Navigate to the 'Enrich Data' option in your system. Here, look for 'Lead Score'. You'll find options such as 'Score Row in Play' or 'Score Words in List'. In this example, we'll choose 'Score Row in Play'. We want to assign a score to each row.
Step 3: Define Lead Scoring Criteria
The process of setting up your scoring criteria will involve defining values, comparing types, keywords, and scores. Let's break it down:
Scoring Criteria 1: LinkedIn Followers
To score leads based on the number of LinkedIn followers, select 'Follower Count'. Using the 'between number' comparison type, define your grouping. For example, groupings could be 1,000-5,000, 5,001-10,000, and 10,001-30,000. Assign a point system (for example, 1 point for the first group, 2 points for the second group, and 3 points for the third group).
Scoring Criteria 2: Job Title
This time, we're scoring based on the contact's title. If the title contains 'sales', 'finance', or 'CEO or founder', assign points accordingly. For example, if it contains 'sales', assign 3 points, if it contains 'finance', assign 2 points, and for 'CEO or founder', assign 1 point.
Scoring Criteria 3: Location
For the third scoring criteria, you may want to score based on location. For example, if the contact is in the US, assign an extra point.
Scoring Criteria 4: Founding Year
The last criteria could be based on the founding year of the company. For example, assign points to companies founded between 2000-2017, 2018-2020, 2021-2022, and 2023 onwards. Again, assign points to each group (e.g., 0.5, 1, 1.5, 2, 2.5).
After defining all scoring criteria, save the changes and run the scoring for all rows.
Step 4: Categorize the Prospects
With the scores in place, you can now create specific views for each type of prospect. For instance, you can create views for 'Best Quality Leads', 'Medium Quality Leads', and 'Lower Priority Leads', each filtered by the final lead score.
Conclusion
Lead scoring is a great way to prioritize your leads and understand who might be high-quality prospects. This enables better usage of your resources by helping to decide which contacts/accounts should be further enriched.
Should you have any questions or need further clarification, please reach out via our Slack community or contact us directly.
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