How to increase your lead conversion at your company today! (create a smart lead scoring model)
About This Video
Not all leads are created equal --- and treating them as if they are is one of the fastest ways to waste your sales team's time. In this tactical breakdown, Andrew B shows you how to build a smart lead scoring model that separates tire-kickers from real buyers, so your reps spend time on prospects who are actually likely to convert. You'll learn how to define scoring criteria based on demographic fit, firmographic data, and behavioral signals like website visits, email engagement, and content downloads. Andrew walks through the process of assigning point values, setting score thresholds that trigger sales outreach, and continuously refining your model as you gather more data. The video also covers common pitfalls: overcomplicating the model, scoring on vanity metrics, and failing to align marketing and sales on what a "qualified" lead actually looks like. Whether you're building a scoring system from scratch or optimizing one that already exists, this session gives you the framework to make it work.
What You'll Learn
- •How to identify the right demographic and behavioral signals for lead scoring
- •A step-by-step process for assigning point values to different lead attributes
- •How to set score thresholds that trigger automated sales handoffs
- •The difference between explicit scoring (firmographics) and implicit scoring (behavior)
- •Common lead scoring mistakes that reduce conversion rates instead of improving them
- •How to align marketing and sales teams on shared qualification definitions
- •When and how to refine your scoring model based on pipeline data
