Lead scores have long been touted as the key to uncovering the best prospects to pass on to sales. However, high engagement levels don’t necessarily equate to buying intent. So we think marketers need to rethink how they use the lead score.

In this episode, we delve into the nuances of lead scoring, highlighting the shortcomings of relying solely on engagement levels to gauge buying intent. We also discuss how to streamline the lead qualification process to optimize your lead scoring practices to drive higher conversion rates from the leads passed from marketing to sales.

[00:00] Show intro
[00:23] Why lead scoring needs to evolve
[00:55] How does lead scoring traditionally work
[02:12] Example lead scoring model
[07:49] Is lead scoring really a good measure of lead readiness?
[09:41] Challenges with the traditional model used for lead scoring
[15:01] Some leads fall through the cracks of lead scoring
[17:07] Aligning sales and marketing is a critical step
[22:25] Episode summary
[24:10] Key takeaway
[24:23] Outro

The Demand Gen Fix is hosted by Deanna Shimota, CEO of GrowthMode Marketing. Listen to our team of marketing experts and featured guests drop knowledge on how HR tech companies can maximize the success of their marketing for today’s B2B prospects. Learn more at www.growthmodemarketing.com.