{"id":758,"date":"2018-01-15T13:10:00","date_gmt":"2018-01-15T07:40:00","guid":{"rendered":"https:\/\/www.only-b2b.com\/blog\/?p=758"},"modified":"2024-09-27T20:21:48","modified_gmt":"2024-09-27T14:51:48","slug":"how-to-rock-your-lead-scoring-system-using-these-3-best-practices","status":"publish","type":"post","link":"https:\/\/www.only-b2b.com\/blog\/how-to-rock-your-lead-scoring-system-using-these-3-best-practices\/","title":{"rendered":"How to Rock Your Lead Scoring System Using These 3 Best Practices"},"content":{"rendered":"\n<p><strong>WARNING: LEAD SCORING SYSTEM CAN MAKE OR BREAK SALES TARGET IN A GIVEN MONTH.<\/strong><\/p>\n\n\n\n<p>We all (already!) know that consumers cannot be sales ready at all times.\u00a0But still,\u00a0Unqualified leads are the biggest waste of time for sales.\u00a0So ironic!\u00a0What is the result?\u00a0<em>You&#8217;re disappointed and stressed.<\/em>\u00a0<em>Your sales team don\u2019t meet their targets, so no bonus for them. *discouraged*<\/em>\u00a0<em>Your revenue decreases.<\/em>\u00a0There is a\u00a0<strong>simple<\/strong>\u00a0fix for this STRESSFUL situation. A\u00a0lead scoring mechanism.\u00a0Here are the 3 best practices to create a lead scoring system.<\/p>\n\n\n\n<p><strong><span style=\"color:#ff6900\" class=\"tadv-color\">Must Read: <\/span><\/strong><a href=\"https:\/\/www.only-b2b.com\/blog\/lead-generation-strategies-in-usa-market\/\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"color:#ff6900\" class=\"tadv-color\">How the lead generation in USA market differ from the rest of the world<\/span><\/a><\/p>\n\n\n\n<p><strong>1. Involve sales and marketing team<\/strong>&nbsp;<\/p>\n\n\n\n<p>Let&#8217;s be logical. You may know your buyers but<\/p>\n\n\n\n<p><strong>Your sales and marketing team interact with them daily! So they are the best people to help you determine criteria for setting up a lead scoring system.<\/strong><\/p>\n\n\n\n<p>This criterion can be implicit or explicit based on your buyer persona. While explicit information deals with budget, authority, need, timeline etc (basically the\u00a0<a href=\"https:\/\/www.only-b2b.com\/bant.php\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"color:#ff6900\" class=\"tadv-color\">BANT<\/span><\/a>); implicit information deals with actions: page views, downloads, providing contact information etc.\u00a0Take out your marker, whiteboard and begin asking:<\/p>\n\n\n\n<ul class=\"wp-block-list\"><li>What does the ideal lead look like?<\/li><li>Why do some leads end up being disqualified?<\/li><li>Which content pieces or how many of these pieces have successful leads consumed?<\/li><li>Which referral source has the highest close rate? etc<\/li><\/ul>\n\n\n\n<p>Once you have all the relevant information, put them in order of importance and give it a numerical value.\u00a0For example, factors relating to need and budget are critical (meaning, more points!) while watching a seminar or downloading an ebook can be an influencing factor (meaning, lesser points)\u00a0So, You have the basic mechanism ready now!\u00a0<\/p>\n\n\n\n<p><strong><span style=\"color:#ff6900\" class=\"tadv-color\">Must Read: <\/span><\/strong><a href=\"https:\/\/www.only-b2b.com\/blog\/critical-role-of-lead-generation-and-appointment-setting\/\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"color:#ff6900\" class=\"tadv-color\">Sales success secrets: The critical role of lead generation and appointment setting<\/span><\/a><\/p>\n\n\n\n<p><strong>2.&nbsp;Negative scoring<\/strong><\/p>\n\n\n\n<p>We all hated negative marking in exams (at least I did)!\u00a0But, do you remember how it increased your accuracy?\u00a0While we all love to score <em>positive<\/em> actions, <em>negatives<\/em>will increase your accuracy while qualifying leads (<a href=\"https:\/\/www.only-b2b.com\/sales-qualified-lead.php\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"color:#ff6900\" class=\"tadv-color\">Sales qualified<\/span><\/a> or <a href=\"https:\/\/www.only-b2b.com\/marketing-qualified-leads.php\" target=\"_blank\" rel=\"noreferrer noopener\"><span style=\"color:#ff6900\" class=\"tadv-color\">Marketing qualified<\/span><\/a>). This is Mr. Batman. Due to FBI in action, he is jobless. He visited your website (especially the careers page) and given you implicit signals (multiple page views, downloads etc).\u00a0You keep adding points for his activities. Now, he hasn\u2019t paid you a visit for long.\u00a0Don\u2019t you want to track all of that? Deduct points for visiting only career page or not visiting for long?\u00a0Obviously, you do! If you don\u2019t, you will end up inflating scores.\u00a0Mr. Batman is just a job seeker after all.\u00a0While it may seem obvious, NOT a lot of businesses follow it.<\/p>\n\n\n\n<p>So, why not have that in place from the beginning?&nbsp;<strong>Don\u2019t let your sales team get frustrated with catch-up game. Implement a lead scoring system instead.<\/strong><\/p>\n\n\n\n<p><span style=\"color:#ff6900\" class=\"tadv-color\">Must Read: <\/span><a href=\"https:\/\/www.only-b2b.com\/blog\/lead-generation-best-practices-and-examples\/\"><span style=\"color:#ff6900\" class=\"tadv-color\">10 Lead Generation Best Practices and Examples<\/span><\/a><\/p>\n\n\n\n<p><strong>3.&nbsp;Threshold<\/strong>&nbsp;&nbsp;<\/p>\n\n\n\n<p>You can\u2019t keep scoring your leads to the maximum. You gotta have a threshold! So if you can score up to 100, keep the threshold at 80.&nbsp;I know it is common sense. But,&nbsp;46% of B2B marketers have NOT set up a lead scoring threshold that will automatically alert or route leads to sales. (Spear Marketing)&nbsp;Reminds me of this guy &#8211;&nbsp;Once your lead reaches the threshold, it should be automatically&nbsp;assigned to your sales team. You can do this with a marketing automation tool. Alternatively, a lead management software can help you auto score or re-score your leads.&nbsp;<strong>Voila!<\/strong>&nbsp;It not only makes it easy for the team, it minimizes the guesswork.&nbsp;<em>Who wouldn\u2019t like that?<\/em>&nbsp;If you have already implemented a lead scoring system, do comment below and share your experience with us.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>WARNING: LEAD SCORING SYSTEM CAN MAKE OR BREAK SALES TARGET IN A GIVEN MONTH. We all (already!) know that consumers cannot be sales ready at all times.\u00a0But still,\u00a0Unqualified leads are the biggest waste of time for sales.\u00a0So ironic!\u00a0What is the result?\u00a0You&#8217;re disappointed and stressed.\u00a0Your sales team don\u2019t meet their targets, so no bonus for them. *discouraged*\u00a0Your revenue decreases.\u00a0There is a\u00a0simple\u00a0fix for this STRESSFUL situation. A\u00a0lead scoring mechanism.\u00a0Here are the 3 best practices to create a lead scoring system. Must Read: How the lead generation in USA market differ from the rest of the world 1. Involve sales and marketing team&nbsp; Let&#8217;s be logical. You may know your buyers but Your sales and marketing team interact with them daily! So they are the best people to help you determine criteria for setting up a lead scoring system. This criterion can be implicit or explicit based on your buyer persona. While explicit information deals with budget, authority, need, timeline etc (basically the\u00a0BANT); implicit information deals with actions: page views, downloads, providing contact information etc.\u00a0Take out your marker, whiteboard and begin asking: What does the ideal lead look like? Why do some leads end up being disqualified? Which content pieces or how many of these pieces have successful leads consumed? Which referral source has the highest close rate? etc Once you have all the relevant information, put them in order of importance and give it a numerical value.\u00a0For example, factors relating to need and budget are critical (meaning, more points!) while watching a seminar or downloading an ebook can be an influencing factor (meaning, lesser points)\u00a0So, You have the basic mechanism ready now!\u00a0 Must Read: Sales success secrets: The critical role of lead generation and appointment setting 2.&nbsp;Negative scoring We all hated negative marking in exams (at least I did)!\u00a0But, do you remember how it increased your accuracy?\u00a0While we all love to score positive actions, negativeswill increase your accuracy while qualifying leads (Sales qualified or Marketing qualified). This is Mr. Batman. Due to FBI in action, he is jobless. He visited your website (especially the careers page) and given you implicit signals (multiple page views, downloads etc).\u00a0You keep adding points for his activities. Now, he hasn\u2019t paid you a visit for long.\u00a0Don\u2019t you want to track all of that? Deduct points for visiting only career page or not visiting for long?\u00a0Obviously, you do! If you don\u2019t, you will end up inflating scores.\u00a0Mr. Batman is just a job seeker after all.\u00a0While it may seem obvious, NOT a lot of businesses follow it. So, why not have that in place from the beginning?&nbsp;Don\u2019t let your sales team get frustrated with catch-up game. Implement a lead scoring system instead. Must Read: 10 Lead Generation Best Practices and Examples 3.&nbsp;Threshold&nbsp;&nbsp; You can\u2019t keep scoring your leads to the maximum. You gotta have a threshold! So if you can score up to 100, keep the threshold at 80.&nbsp;I know it is common sense. But,&nbsp;46% of B2B marketers have NOT set up a lead scoring threshold that will automatically alert or route leads to sales. (Spear Marketing)&nbsp;Reminds me of this guy &#8211;&nbsp;Once your lead reaches the threshold, it should be automatically&nbsp;assigned to your sales team. You can do this with a marketing automation tool. Alternatively, a lead management software can help you auto score or re-score your leads.&nbsp;Voila!&nbsp;It not only makes it easy for the team, it minimizes the guesswork.&nbsp;Who wouldn\u2019t like that?&nbsp;If you have already implemented a lead scoring system, do comment below and share your experience with us.<\/p>\n","protected":false},"author":2,"featured_media":999,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_eb_attr":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[50],"tags":[86,114,35,115],"class_list":["post-758","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-lead-generation","tag-b2b-lead-generation","tag-lead-gen","tag-lead-generation","tag-lead-scoring"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>How to Rock Your Lead Scoring System Using These 3 Best Practices - Only-B2B<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.only-b2b.com\/blog\/b2b-lead-scoring\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to Rock Your Lead Scoring System Using These 3 Best Practices - Only-B2B\" \/>\n<meta property=\"og:description\" content=\"WARNING: LEAD SCORING SYSTEM CAN MAKE OR BREAK SALES TARGET IN A GIVEN MONTH. We all (already!) know that consumers cannot be sales ready at all times.\u00a0But still,\u00a0Unqualified leads are the biggest waste of time for sales.\u00a0So ironic!\u00a0What is the result?\u00a0You&#8217;re disappointed and stressed.\u00a0Your sales team don\u2019t meet their targets, so no bonus for them. *discouraged*\u00a0Your revenue decreases.\u00a0There is a\u00a0simple\u00a0fix for this STRESSFUL situation. A\u00a0lead scoring mechanism.\u00a0Here are the 3 best practices to create a lead scoring system. Must Read: How the lead generation in USA market differ from the rest of the world 1. Involve sales and marketing team&nbsp; Let&#8217;s be logical. You may know your buyers but Your sales and marketing team interact with them daily! So they are the best people to help you determine criteria for setting up a lead scoring system. This criterion can be implicit or explicit based on your buyer persona. While explicit information deals with budget, authority, need, timeline etc (basically the\u00a0BANT); implicit information deals with actions: page views, downloads, providing contact information etc.\u00a0Take out your marker, whiteboard and begin asking: What does the ideal lead look like? Why do some leads end up being disqualified? Which content pieces or how many of these pieces have successful leads consumed? Which referral source has the highest close rate? etc Once you have all the relevant information, put them in order of importance and give it a numerical value.\u00a0For example, factors relating to need and budget are critical (meaning, more points!) while watching a seminar or downloading an ebook can be an influencing factor (meaning, lesser points)\u00a0So, You have the basic mechanism ready now!\u00a0 Must Read: Sales success secrets: The critical role of lead generation and appointment setting 2.&nbsp;Negative scoring We all hated negative marking in exams (at least I did)!\u00a0But, do you remember how it increased your accuracy?\u00a0While we all love to score positive actions, negativeswill increase your accuracy while qualifying leads (Sales qualified or Marketing qualified). This is Mr. Batman. Due to FBI in action, he is jobless. He visited your website (especially the careers page) and given you implicit signals (multiple page views, downloads etc).\u00a0You keep adding points for his activities. Now, he hasn\u2019t paid you a visit for long.\u00a0Don\u2019t you want to track all of that? Deduct points for visiting only career page or not visiting for long?\u00a0Obviously, you do! If you don\u2019t, you will end up inflating scores.\u00a0Mr. Batman is just a job seeker after all.\u00a0While it may seem obvious, NOT a lot of businesses follow it. So, why not have that in place from the beginning?&nbsp;Don\u2019t let your sales team get frustrated with catch-up game. Implement a lead scoring system instead. Must Read: 10 Lead Generation Best Practices and Examples 3.&nbsp;Threshold&nbsp;&nbsp; You can\u2019t keep scoring your leads to the maximum. You gotta have a threshold! So if you can score up to 100, keep the threshold at 80.&nbsp;I know it is common sense. But,&nbsp;46% of B2B marketers have NOT set up a lead scoring threshold that will automatically alert or route leads to sales. (Spear Marketing)&nbsp;Reminds me of this guy &#8211;&nbsp;Once your lead reaches the threshold, it should be automatically&nbsp;assigned to your sales team. You can do this with a marketing automation tool. Alternatively, a lead management software can help you auto score or re-score your leads.&nbsp;Voila!&nbsp;It not only makes it easy for the team, it minimizes the guesswork.&nbsp;Who wouldn\u2019t like that?&nbsp;If you have already implemented a lead scoring system, do comment below and share your experience with us.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.only-b2b.com\/blog\/b2b-lead-scoring\/\" \/>\n<meta property=\"og:site_name\" content=\"Only-B2B\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/onlyb2b\/\" \/>\n<meta property=\"article:author\" content=\"https:\/\/www.facebook.com\/vikas.bhatt.564\" \/>\n<meta property=\"article:published_time\" content=\"2018-01-15T07:40:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-09-27T14:51:48+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.only-b2b.com\/blog\/wp-content\/uploads\/2018\/01\/How-to-Rock-Your-Lead-Scoring-System-Using-These-3-Best-Practices_Social-1.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"630\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Vikas Bhatt\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:image\" content=\"https:\/\/www.only-b2b.com\/blog\/wp-content\/uploads\/2018\/01\/How-to-Rock-Your-Lead-Scoring-System-Using-These-3-Best-Practices_Social-1.jpg\" \/>\n<meta name=\"twitter:creator\" content=\"@vikas1bhatt\" \/>\n<meta name=\"twitter:site\" content=\"@Onlyb2b\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Vikas Bhatt\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"3 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\\\/\\\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\\\/\\\/www.only-b2b.com\\\/blog\\\/b2b-lead-scoring\\\/#article\",\"isPartOf\":{\"@id\":\"https:\\\/\\\/www.only-b2b.com\\\/blog\\\/how-to-rock-your-lead-scoring-system-using-these-3-best-practices\\\/\"},\"author\":{\"name\":\"Vikas Bhatt\",\"@id\":\"https:\\\/\\\/www.only-b2b.com\\\/blog\\\/#\\\/schema\\\/person\\\/a7fa05a735625f487043ae4b519fd9dc\"},\"headline\":\"How to Rock Your Lead Scoring System Using These 3 Best Practices\",\"datePublished\":\"2018-01-15T07:40:00+00:00\",\"dateModified\":\"2024-09-27T14:51:48+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\\\/\\\/www.only-b2b.com\\\/blog\\\/how-to-rock-your-lead-scoring-system-using-these-3-best-practices\\\/\"},\"wordCount\":644,\"commentCount\":0,\"publisher\":{\"@id\":\"https:\\\/\\\/www.only-b2b.com\\\/blog\\\/#organization\"},\"image\":{\"@id\":\"https:\\\/\\\/www.only-b2b.com\\\/blog\\\/b2b-lead-scoring\\\/#primaryimage\"},\"thumbnailUrl\":\"https:\\\/\\\/www.only-b2b.com\\\/blog\\\/wp-content\\\/uploads\\\/2018\\\/01\\\/How-to-Rock-Your-Lead-Scoring-System-Using-These-3-Best-Practices-1.jpg\",\"keywords\":[\"b2b lead generation\",\"lead gen\",\"Lead Generation\",\"lead scoring\"],\"articleSection\":[\"Lead Generation\"],\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"CommentAction\",\"name\":\"Comment\",\"target\":[\"https:\\\/\\\/www.only-b2b.com\\\/blog\\\/b2b-lead-scoring\\\/#respond\"]}]},{\"@type\":\"WebPage\",\"@id\":\"https:\\\/\\\/www.only-b2b.com\\\/blog\\\/how-to-rock-your-lead-scoring-system-using-these-3-best-practices\\\/\",\"url\":\"https:\\\/\\\/www.only-b2b.com\\\/blog\\\/b2b-lead-scoring\\\/\",\"name\":\"How to Rock Your Lead Scoring System Using These 3 Best Practices - 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We all (already!) know that consumers cannot be sales ready at all times.\u00a0But still,\u00a0Unqualified leads are the biggest waste of time for sales.\u00a0So ironic!\u00a0What is the result?\u00a0You&#8217;re disappointed and stressed.\u00a0Your sales team don\u2019t meet their targets, so no bonus for them. *discouraged*\u00a0Your revenue decreases.\u00a0There is a\u00a0simple\u00a0fix for this STRESSFUL situation. A\u00a0lead scoring mechanism.\u00a0Here are the 3 best practices to create a lead scoring system. Must Read: How the lead generation in USA market differ from the rest of the world 1. Involve sales and marketing team&nbsp; Let&#8217;s be logical. You may know your buyers but Your sales and marketing team interact with them daily! So they are the best people to help you determine criteria for setting up a lead scoring system. This criterion can be implicit or explicit based on your buyer persona. While explicit information deals with budget, authority, need, timeline etc (basically the\u00a0BANT); implicit information deals with actions: page views, downloads, providing contact information etc.\u00a0Take out your marker, whiteboard and begin asking: What does the ideal lead look like? Why do some leads end up being disqualified? Which content pieces or how many of these pieces have successful leads consumed? Which referral source has the highest close rate? etc Once you have all the relevant information, put them in order of importance and give it a numerical value.\u00a0For example, factors relating to need and budget are critical (meaning, more points!) while watching a seminar or downloading an ebook can be an influencing factor (meaning, lesser points)\u00a0So, You have the basic mechanism ready now!\u00a0 Must Read: Sales success secrets: The critical role of lead generation and appointment setting 2.&nbsp;Negative scoring We all hated negative marking in exams (at least I did)!\u00a0But, do you remember how it increased your accuracy?\u00a0While we all love to score positive actions, negativeswill increase your accuracy while qualifying leads (Sales qualified or Marketing qualified). This is Mr. Batman. Due to FBI in action, he is jobless. He visited your website (especially the careers page) and given you implicit signals (multiple page views, downloads etc).\u00a0You keep adding points for his activities. Now, he hasn\u2019t paid you a visit for long.\u00a0Don\u2019t you want to track all of that? Deduct points for visiting only career page or not visiting for long?\u00a0Obviously, you do! If you don\u2019t, you will end up inflating scores.\u00a0Mr. Batman is just a job seeker after all.\u00a0While it may seem obvious, NOT a lot of businesses follow it. So, why not have that in place from the beginning?&nbsp;Don\u2019t let your sales team get frustrated with catch-up game. Implement a lead scoring system instead. Must Read: 10 Lead Generation Best Practices and Examples 3.&nbsp;Threshold&nbsp;&nbsp; You can\u2019t keep scoring your leads to the maximum. You gotta have a threshold! So if you can score up to 100, keep the threshold at 80.&nbsp;I know it is common sense. But,&nbsp;46% of B2B marketers have NOT set up a lead scoring threshold that will automatically alert or route leads to sales. (Spear Marketing)&nbsp;Reminds me of this guy &#8211;&nbsp;Once your lead reaches the threshold, it should be automatically&nbsp;assigned to your sales team. You can do this with a marketing automation tool. Alternatively, a lead management software can help you auto score or re-score your leads.&nbsp;Voila!&nbsp;It not only makes it easy for the team, it minimizes the guesswork.&nbsp;Who wouldn\u2019t like that?&nbsp;If you have already implemented a lead scoring system, do comment below and share your experience with us.","og_url":"https:\/\/www.only-b2b.com\/blog\/b2b-lead-scoring\/","og_site_name":"Only-B2B","article_publisher":"https:\/\/www.facebook.com\/onlyb2b\/","article_author":"https:\/\/www.facebook.com\/vikas.bhatt.564","article_published_time":"2018-01-15T07:40:00+00:00","article_modified_time":"2024-09-27T14:51:48+00:00","og_image":[{"width":1200,"height":630,"url":"https:\/\/www.only-b2b.com\/blog\/wp-content\/uploads\/2018\/01\/How-to-Rock-Your-Lead-Scoring-System-Using-These-3-Best-Practices_Social-1.jpg","type":"image\/jpeg"}],"author":"Vikas Bhatt","twitter_card":"summary_large_image","twitter_image":"https:\/\/www.only-b2b.com\/blog\/wp-content\/uploads\/2018\/01\/How-to-Rock-Your-Lead-Scoring-System-Using-These-3-Best-Practices_Social-1.jpg","twitter_creator":"@vikas1bhatt","twitter_site":"@Onlyb2b","twitter_misc":{"Written by":"Vikas Bhatt","Est. reading time":"3 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"Article","@id":"https:\/\/www.only-b2b.com\/blog\/b2b-lead-scoring\/#article","isPartOf":{"@id":"https:\/\/www.only-b2b.com\/blog\/how-to-rock-your-lead-scoring-system-using-these-3-best-practices\/"},"author":{"name":"Vikas Bhatt","@id":"https:\/\/www.only-b2b.com\/blog\/#\/schema\/person\/a7fa05a735625f487043ae4b519fd9dc"},"headline":"How to Rock Your Lead Scoring System Using These 3 Best Practices","datePublished":"2018-01-15T07:40:00+00:00","dateModified":"2024-09-27T14:51:48+00:00","mainEntityOfPage":{"@id":"https:\/\/www.only-b2b.com\/blog\/how-to-rock-your-lead-scoring-system-using-these-3-best-practices\/"},"wordCount":644,"commentCount":0,"publisher":{"@id":"https:\/\/www.only-b2b.com\/blog\/#organization"},"image":{"@id":"https:\/\/www.only-b2b.com\/blog\/b2b-lead-scoring\/#primaryimage"},"thumbnailUrl":"https:\/\/www.only-b2b.com\/blog\/wp-content\/uploads\/2018\/01\/How-to-Rock-Your-Lead-Scoring-System-Using-These-3-Best-Practices-1.jpg","keywords":["b2b lead generation","lead gen","Lead Generation","lead scoring"],"articleSection":["Lead Generation"],"inLanguage":"en-US","potentialAction":[{"@type":"CommentAction","name":"Comment","target":["https:\/\/www.only-b2b.com\/blog\/b2b-lead-scoring\/#respond"]}]},{"@type":"WebPage","@id":"https:\/\/www.only-b2b.com\/blog\/how-to-rock-your-lead-scoring-system-using-these-3-best-practices\/","url":"https:\/\/www.only-b2b.com\/blog\/b2b-lead-scoring\/","name":"How to Rock Your Lead Scoring System Using These 3 Best Practices - 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