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Anonymous
September 26, 2015
Question

Building a New Engagement Scoring Program

  • September 26, 2015
  • 1 reply
  • 651 views

Does anyone have a good resources they used when determining how many points should be attributed to lead activities?

I'm not sure how many points to assign to activities like registering for a webinar or clicking on a link in an email.

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1 reply

Josh_Hill13
Josh_Hill13
Level 10
September 26, 2015

It's up to you.

I have a shameless plug for my method at marketingrockstarguides.com if you look up lead scoring or my Guide. The essence is to weight each behavior against what Sales would find enough on its own to call them up.

examples, which are commonly used:

  • Visits web page +1
  • Clicks Link in Email +2
  • Unsubscribes -2
  • Good Title +5  etc...
  • Attends Webinar +20

you can try to scale these against 100 points if that helps, but I find that ends up creating a lot of trouble later.

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