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

Set Up Custom Lead Scoring

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

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

Repeat up to 10 downloads or more Tip: You can weight certain downloads (e.g. MOFU & BOFU) with higher scores

Downloads Criteria

Emails Opened Criteria

Emails Clicked Criteria

Establish Lead Scoring Ranges

Step 1: Create a List “All Leads”

Step 2: Export “All Leads” List to Excel

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.

Establish Internal Lead Notification for Sales Qualified Leads

Step 1: Build Smart List for Leads > 200 (or whatever your lead score analysis suggests)

Establish Internal Lead Notification for Sales Qualified Leads

Step 2: Build Internal Email Alert Workflow – Triggered by Smartlist “Leads > 200”

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.

Optimize 3.0 Doug Kirk President

Doug@Optimize3point0.com 914 646 6369

Inbound Marketing Agency www.optimize3point0.com