Sales teams waste hours chasing cold leads. Marketing teams send over names that go nowhere. What if there was a way to spot the buyers who are ready now? Lead scoring helps businesses find real buyers instead of chasing ghosts. Here’s how to do it in Pipedrive and HubSpot:
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Tools like Profyle Digital Business Cards help you capture leads quickly while networking. Or you can use lead generation websites to get leads online.
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By connecting Profyle or your website to CRM tools like HubSpot and Pipedrive, you then get your leads in your CRM.
- You then score your leads using the system and steps outlined below.
Understanding the Challenge
Companies with aligned sales and marketing teams experience a 36% increase in conversion rates. In many businesses, sales teams waste time chasing leads that don’t convert. This not only drains resources but also affects morale.
Marketing departments strive to generate leads using various lead generation tools. However, without a proper system, many of these leads fail to convert into sales. This disconnect between marketing efforts and sales outcomes can hinder a company’s growth.
The Solution: Lead Scoring
Lead scoring assigns values to potential customers based on their behavior and traits. Businesses can see which leads are likely to buy. They can do this by checking how often leads interact with their website, open emails, and engage with content. This system helps sales teams target leads that are truly interested. This boosts their chances of converting those leads.
Introducing Profyle Digital Business Cards
Before you start getting leads, let alone scoring them, you have to introduce yourself.
Traditional business cards have their limitations. They can be easily lost, and they don’t provide a way to track interactions. Profyle Digital Business Cards offer a modern solution. These digital cards use QR codes and NFC technology, So, you can share your contact info easily.
When someone scans your Profyle card, their details are captured and can be automatically integrated into your CRM system. This seamless process guarantees that no potential lead is overlooked.
Integration with CRM Systems
A key feature of Profyle is the integration with popular CRM platforms like HubSpot and Pipedrive.
This integration means that as soon as a lead’s information is captured, it’s stored in your CRM, ready for your sales team to act upon. Combining lead scoring with this integration helps businesses prioritise leads. This makes their sales processes smoother.
The Benefits of Combining Lead Scoring with Profyle
By implementing lead scoring and utilizing Profyle Digital Business Cards, businesses can:
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Increase Efficiency: Focus on leads that are more likely to convert, saving time and resources.
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Align Teams: Make sure marketing and sales share the same goals. They need a clear idea of what lead quality means.
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Improve Customer Experience: Connect with interested customers for more personal interactions.
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Increase Revenue: Focusing on the right leads helps businesses convert better.
Start using Profyle to score better leads. Sign up for free.
Lead scoring with data
Sales leaders may find it wise to rank potential customers based on their likelihood to buy. To do that, they assign values to actions and traits. This helps them focus on leads that are more likely to convert.
This approach helps sales teams target the best prospects and raise sales.
Key Components of Lead Scoring
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Behavioural Data: This includes actions that indicate a lead’s interest in your product or service. Examples include visiting your site, opening emails, clicking links, downloading resources, and attending webinars. Each of these actions can be assigned a specific score based on its significance.
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Demographic and Firmographic Data: This is information about the lead’s background. It includes job title, company size, industry, and location. For instance, a lead who is a decision-maker in a large corporation might receive a higher score than an intern at a small startup.
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Engagement Level: The frequency and depth of a lead’s interactions with your brand can also influence their score. Frequent website visits and consistent email interactions show a higher level of interest.
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Negative Indicators: Not all actions are positive. Unsubscribing from emails, visiting career pages, or not engaging over time can lower a lead’s score. This shows a reduced chance of conversion.
How to Create Your Lead Scoring Model
Before you begin with HubSpot or Pipedrive specific steps, it is wise to get to know how to create a lead scoring model you can use anywhere.
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Define Your Ideal Customer Profile (ICP):
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What It Is: An ICP outlines the characteristics of customers who would benefit most from your product or service.
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How to Do It: Analyze your existing customer base to identify common traits among your most successful clients. Consider factors like industry, company size, location, and job roles.
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Select Relevant Scoring Criteria:
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Demographic Information: Attributes such as job title, company size, and industry.
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Behavioral Data: Actions like website visits, content downloads, email engagement, and event attendance.
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Engagement Level: Frequency and depth of interactions with your brand.
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Negative Indicators: Behaviors indicating disinterest, such as unsubscribing from emails or prolonged inactivity.
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Assign Point Values:
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Positive Actions: Give more points for actions that show real interest, such as asking for a demo or checking the pricing page.
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Negative Actions: Deduct points for behaviors showing disinterest, like unsubscribing from newsletters.
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Example: Visiting the pricing page might add 10 points, while unsubscribing from emails could subtract 5 points.
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Set Scoring Thresholds:
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Purpose: Determine the score at which a lead becomes qualified for sales outreach.
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How to Do It: Collaborate with your sales team to establish a score that indicates readiness for contact.
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Implement the Model:
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Tools: Utilize CRM and marketing automation platforms to apply your lead scoring model.
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Automation: Set up workflows to automatically adjust lead scores based on defined criteria.
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Monitor and Refine:
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Continuous Improvement: Regularly review the effectiveness of your lead scoring model.
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Adjustments: Make necessary changes based on feedback from sales teams and performance metrics.
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Hubspot
Here’s a simple guide to setting up lead scoring in HubSpot, helping you focus on leads that matter most.
How to Set Up Lead Scoring in HubSpot
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Define Your Ideal Customer Profile (ICP):
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Analyze Existing Customers: Look at your current customers. Find traits shared by your most valuable clients. Consider factors such as industry, company size, location, and job roles.
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Key Document Traits: Build a clear profile of these traits. This will help in assessing new leads.
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Access HubSpot’s Scoring Properties:
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Navigate to Properties: In your HubSpot account, click the settings icon in the top navigation bar. In the left sidebar menu, select “Properties.”
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Locate or Create a Scoring Property: Search for the “HubSpot Score” property or create a new custom score property if needed.
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Define Scoring Criteria:
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Positive Attributes: Click “Add criteria” under the Positive section to set conditions that will add points to a lead’s score.
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Examples: Visiting key pages, downloading resources, or attending events.
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Negative Attributes: Click “Add criteria” in the Negative section. This lets you set conditions that will reduce a lead’s score.
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Examples: Unsubscribing from emails or inactivity over time.
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Assign Point Values:
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Set Point Values: For each criterion, assign a specific point value that reflects its importance.
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Example: Assign +10 points for visiting the pricing page and -5 points for unsubscribing from a newsletter.
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Change Point Values: To adjust how many points are added or taken away, click the edit icon. Enter the new score and then click “Set.””
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Test and Refine:
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Test the Scoring Model: Use the “Test” feature to apply your scoring model to existing contacts and see how scores are calculated.
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Refine Criteria and Points: Change criteria and points as needed to show lead quality accurately.
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Implement Automation:
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Set Up Workflows: Utilize HubSpot’s workflow automation to take actions based on lead scores.
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Example: Automatically assign high-scoring leads to sales representatives for immediate follow-up.
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HubSpot-Specific Tips and Tricks:
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Use Predictive Lead Scoring: If you have a Professional or Enterprise plan, try HubSpot’s predictive lead scoring. It uses machine learning to score leads based on their chance to convert.
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Use Multiple Scoring Properties: Set up different scoring properties for each product or service. This helps you prioritize leads based on what they need.
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Add Engagement Metrics: Use email opens, click-through rates, and website visits to measure a lead’s interest.
Potential Integrations to Improve Lead Scoring HubSpot:
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Salesforce Integration: If you use Salesforce with HubSpot, connect the two. This syncs lead scores and keeps your sales and marketing teams consistent.
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Zapier Integration: Link HubSpot to different apps. This helps automate lead data collection and scoring. For instance, connect with Facebook Lead Ads. This way, you can automatically bring new leads into HubSpot and give them initial scores.
7 Steps to Improve Your Lead Scoring in HubSpot
You’ve set up lead scoring in HubSpot, but are you getting the best results? Let’s explore seven simple steps to make your lead scoring even better.
1. Talk to Your Sales Team
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Why: Your sales team knows which leads turn into customers.
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Action: Ask them what makes a lead good or bad. Use their insights to adjust your scoring rules.
2. Use Predictive Lead Scoring
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Why: HubSpot’s predictive lead scoring uses smart technology to find leads likely to buy.
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Action: If you have Marketing Hub Professional or Enterprise, turn on predictive lead scoring in your settings.
3. Add Negative Scores
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Why: Not all leads are good fits.
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Action: Subtract points for actions like unsubscribing from emails or not visiting your site for a while.
4. Use Custom Lead Scoring Properties
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Why: Different products may need different scoring.
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Action: Create custom scoring properties for each product or service to better rank your leads.
5. Connect Other Tools
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Why: More data helps you score leads better.
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Action: Use tools like Zapier to bring in data from apps like Facebook Lead Ads into HubSpot.
6. Check and Update Regularly
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Why: Things change over time.
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Action: Look at your lead scores often. See which leads became customers and adjust your scoring rules to improve.
7. Use Lead Scoring Integrations
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Why: Some apps can make lead scoring smarter.
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Action: Try apps like LeadRatings, which uses AI to help you find the best leads.
Follow these steps to improve lead scoring in HubSpot. This will help you focus on leads that are more likely to become customers.
👉 Want to capture and manage leads more effectively? Sign up for a free Profyle Card.
Pipedrive
How to Set Up Lead Scoring in Pipedrive
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Define Your Ideal Customer Profile (ICP):
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Analyze Existing Customers: Look at your current customers. Find common traits among your most valuable clients. Consider factors such as industry, company size, location, and job roles.
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Document Key Characteristics:
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Create a detailed profile.
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Outline these traits.
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Use it as a benchmark.
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Evaluate new leads based on this profile.
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Collect Explicit Data:
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Use Smart Contact Data: Pipedrive’s Smart Contact Data feature collects public info on your leads. This includes details like social media profiles and company data, which enhances your contact records.
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Customize Data Fields: Add custom fields in Pipedrive. This helps you capture specific information about your ICP, such as industry type or company size.
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Monitor Implicit Data:
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Track Lead Interactions: Use Pipedrive to keep an eye on emails, calls, and meetings.
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Integrate Website and Email Engagements: Use tools like Outfunnel to connect web visits and email data with Pipedrive. This integration gives you better insights into how leads behave.
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Assign Point Values:
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Create Custom Fields for Scoring: Set up custom number fields in Pipedrive to represent lead scores.
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Define Scoring Criteria: Give points for actions that show interest, like visiting the pricing page. Deduct points for disengagement, such as unsubscribing from emails.
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Automate Score Calculation: Use Pipedrive’s Workflow Automation to update lead scores automatically. This happens based on set criteria for interactions you have started keeping an eye on. For instance, create a workflow that adds points when a lead opens an email or visits a specific webpage.
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Implement Lead Scoring Integrations:
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Outfunnel Integration: Link Outfunnel with Pipedrive. This lets you score leads by tracking web visits, email events, and custom fields. Outfunnel syncs lead scores to Pipedrive instantly, helping you prioritize leads effectively.
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Salespanel Integration: Connect Salespanel with Pipedrive. This lets you track lead activities, assign scores through machine learning or rules, and sync data in real-time. This integration provides insights into lead behavior, enhancing your scoring model.
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Set Up Automated Notifications:
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Real-Time Alerts: Set up Pipedrive to notify your sales team when a lead’s score hits a specific threshold. This way, they can follow up quickly.
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Regularly Review and Refine Your Scoring Model:
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Analyze Lead Conversion Data: Regularly check how well your lead scoring works. Look at conversion rates and change point values or criteria when necessary.
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Get Sales Team Feedback: Work with your sales team to learn about lead quality. Then, adjust the scoring model based on their insights.
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Pipedrive-Specific Tips and Tricks:
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Use the Leads Inbox: Sort and prioritize new leads with Pipedrive’s Leads Inbox. This helps you focus on the best leads.
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Customize Your Pipeline Stages: Match your pipeline stages to your sales process. This helps show lead progression and spot bottlenecks.
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Use Activity Reminders: Set reminders for follow-ups based on lead scores. This helps you stay engaged with prospects.
Potential Integrations to Improve Lead Scoring in Pipedrive:
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Zapier: Link Pipedrive with different apps. This automates lead data collection and scoring. Integrate with Facebook Lead Ads. This lets you import new leads into Pipedrive. You can also assign initial scores automatically.
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Integrate MadKudu with Pipedrive. This lets you use automatic predictive lead scoring models. These models assess lead fit and intent. As a result, you get better prioritization.
7 Steps to Make Lead Scoring in Pipedrive Better
Here’s how to make your Pipedrive lead scoring system stronger.
1. Check and Fix Your Scoring Rules
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Why? Bad data leads to bad scores. Old rules may no longer work.
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Action: Look at recent sales. See which leads turned into customers. Change scoring rules to match. Remove points for things that don’t matter anymore.
2. Track Website Visits
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Why? People who visit important pages are likely interested.
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Action: Use Pipedrive’s Web Visitors add-on to see which companies visit your site. Give higher scores to leads that check out pricing pages or contact forms.
3. Use Smart Lead Scoring Tools
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Why? Some apps score leads better than basic rules.
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Action: Add tools like Salespanel to Pipedrive. It tracks how leads interact with your website, emails, and ads. It updates scores automatically.
4. Send High-Scoring Leads to Sales Automatically
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Why? Hot leads need fast follow-ups.
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Action: Use Pipedrive’s automation to assign leads based on scores. For example, when a lead hits 70 points, assign it to a rep. If a lead is below 40 points, send an automated email instead.
5. Predict Who Will Buy
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Why? Some leads look great but never buy. Others don’t seem ready but convert fast.
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Action: Use tools like Adinton inside Pipedrive. It tracks customer behavior and predicts who will buy based on past data.
6. Connect Sales and Marketing Data
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Why? Leads don’t just come from sales. Marketing collects valuable data too.
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Action: Use Outfunnel to connect Pipedrive with email tools. See which leads open emails, click links, and visit your site. Give extra points to engaged leads.
7. Teach Your Sales Team How to Use Lead Scores
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Why? A strong scoring system is useless if sales doesn’t use it right.
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Action: Train your team to check lead scores before reaching out. High scores mean quick action. Low scores mean more nurturing. Ask for feedback to keep improving.
Find Better Leads, Close More Sales
Lead scoring works best when updated often. Track real customer behavior, connect tools, and let automation do the work.
👉 Want an easier way to collect and score leads? Sign up for a free Profyle Card.
