S3E5: How to Set Up a Lead Scoring System that Works

In this episode, the hosts discuss the challenges of setting up a
lead scoring system and identifying the right timing to shorten
the sales cycle. They explore traditional lead scoring methods
and the limitations they face. The conversation then delves into
the concept of predictive lead scoring and its potential benefits
and drawbacks. The hosts emphasize the power of asking the intent
question to gain valuable insights from leads. They also
highlight the importance of non-sales outreach and the value of
continuing value-driven conversations with leads. Finally, they
suggest combining different lead scoring mechanisms for optimal
results.





BLOG ARTICLE:
https://www.cotide.com/en/blog/how-to-set-up-a-lead-scoring-system-that-works





YOUTUBE VIDEO: https://youtu.be/6ZjEodBeyB0





Takeaways


Setting up a lead scoring system requires careful consideration
of the challenges and limitations involved.


Predictive lead scoring can offer potential benefits but may
require a significant amount of data and investment.


Asking the intent question is a powerful tool for identifying
leads who are ready to buy.


Non-sales outreach and value-driven conversations are crucial for
nurturing leads who are not yet ready to buy.





Chapters


1. Introduction: Setting up a Lead Scoring System


2. The Challenge of Lead Scoring


3. The Limitations of Traditional Lead Scoring


4. Exploring Predictive Lead Scoring


5. The Issues with Predictive Lead Scoring


6. The Power of Asking the Intent Question


7. The Importance of Non-Sales Outreach


8. Combining Lead Scoring Mechanisms


9. Conclusion: Asking More and Better Questions