New Lead Scoring Controls to Find the Best Leads for Your Business

Today, we’re introducing a powerful new set of scoring tools to help you prioritize leads and deals in Base. The new set of scoring tools, available on the Enterprise edition, includes 15 fields for lead scoring and new logic for building advanced expressions. With these new tools and logic, it’s now possible to build complex scoring algorithms without touching a single line of code. Having scoring in place focuses your BDRs and AEs on the leads and deals that are the best fit for your business.

New Fields to Score

Scoring in Base has been around for some time, but it was missing the mark when it came to building an effective scoring model. We’ve listened to your feedback and have added the following new fields to scoring. Custom fields can also be included in scoring, giving you unlimited options. Fields Added to Lead Scoring Functionality:

City Street State Lead Status Email
Mobile Number Phone Number Skype Fax Facebook
LinkedIn Industry Source Website Pipeline Stage (Deals)

Logic For Intelligent Scoring

We have also added logic to handle more advanced expressions and complex algorithms. Previously you had to match the scoring variable to the field exactly (Country: United States = 10). With the new logic introduced today, you’re able to have granular control over the values assigned to each score. Pretend “gmail.com” addresses tend to be weak leads; with the new logic, you can say, “If email includes ‘gmail.com’ then score it -10.”

scoring-email-providers@1000

Lead Scoring Overview

In case you’re not familiar with lead scoring, here’s a quick rundown of how it works. Some leads are ‘hotter’ than others. This could be associated to the lead’s marketing source, location, industry, or even the fact that a phone number is included. As an example, let’s focus on “Marketing Source” and assign it to the variable A. Based on past performance, go through and rank each of your marketing sources on a scale of 1-10. SEO gets a 7/10, Content Marketing 8/10, Organic 10/10, and so on. Repeat this for all of the fields you want to include in your lead scoring formula.

scoring-variable-assignment@1000
scoring-formula@1000

Once you’ve scored each variable in your model, create the expression. You can start with a simple A+B+C+D which adds up the score for each variable and outputs a score. As you begin to learn more about your ideal customer profile, you’ll be able to assign certain variables more weight than others. For example, if leads with a phone number are extremely valuable, you can give this variable additional weight using the expression A+B+C+(D*2). Once you create a scoring expression, each lead or deal will contain a score that can be used to prioritize a rep’s day.

We hope you enjoy this powerful new set of tools. Get started with scoring today by clicking here and help your team focus on the right leads.

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