look at what the data tells you

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This will be different for every company, so rather than guessing which pages are important,. Step 3: Prioritize Characteristics If your lead scoring model can detect circumstances similar to the ones that led to your best customers, you’ll send better leads to sales—guaranteed. Once you’ve identified your best customers and learned about their paths to purchase, make a list of the most important actions and qualities a lead could have.


That list will serve you well whether or not you set up a full-blown japan cell phone number list lead scoring model. Alternatively, if you don’t need a full-blown lead scoring model, you can just keep a list of those characteristics handy while filtering potential leads. Even if your list is just 5-10 items long, that will be a significant improvement over guesswork.


For eample, let’s imagine that you work for a company that sells a CRM designed for real estate agents. After doing your research, you might put together a list that looks like this: Lead Scoring Priorities for a Real Estate CRM Company Company size is at least 3 people. ARR is at minimum $1,000,000. Company is located in an urban area.