How can you sift through a large volume of leads, and ensure that your sales team spends their valuable time engaging only with the ones who are really interested in your offering? By scoring the leads you generate based on multiple attributes that might be useful to your business. HubSpot can help you quickly streamline and automate this process with Predictive Lead Scoring software. It allows lead scoring not just for contacts in the CRM, but also for companies and deals as a whole. And in this presentation, we give a brief of what our HUG session entailed. Details here https://marketing.niswey.com/advanced-lead-scoring-and-workflows

1. WELCOME

2. Speaker
Sidharth Manchanda
Customer Success Manager
Niswey

3. A recording will be sent
out following today’s
webinar.

4. Advanced Lead Scoring & Workflows
on HubSpot

5. Agenda
● Intro to Advanced Lead Scoring
○ Lead Scoring Research
○ Lead Scoring Setup
● Intro to New Workflow improvements
○ New type of Workflows
○ New Features in Workflows

6. ● A methodology of setting up attributes that add or deduct points
according to contacts actions, when they meet certain criteria.
● This allows you to qualify and segment your contacts.
Lead Scoring

7. Qualifying Criteria
● Based on Attributes
● Based on Actions
How to create a qualifying criteria
Things to get right, before you start

8. Reduced response time is a key to closing
more deals
I. 37% of companies responded to their leads within an hour
II. 16% of companies responded within one to 24 hours
III. 24% of companies took more than 24 hours
IV. 23% of the companies never responded at all
Resource

9. The story so far
● We have decided that we will follow the lead scoring
● We have created a qualifying criteria
● What next?

10. Lead Scoring
● Based on attribute
● Based on action
We will add score according to the selection done by our qualifying
team as:
● Is company of the right size?
● If contact designation a fit?
● If location of the company serviceable?
● And more
You can define scoring on the basis of selection or information filled in
a form.
How to do it

11. We will add score according to the actions which are taken by the
contact i.e. their intent :
● If a CTA was viewed or clicked
● If a whatsapp was sent by the contact
● If a contact called us
● If the contact replied to an email
● And more
You can define any action based scoring even for the integrations
How to do it
Lead Scoring
● Based on attribute
● Based on action

12. What all can happen?
As you launch Lead Scoring, here’s one key thing to know,
on HubSpot different types of scoring is possible
#1 Scoring contacts
#2 Scoring deals
#3 Scoring companies
They are individual scorings i.e. not connected to each other
and they increase as per the actions are qualified..
See how
How it works

13. New actions
● Delay until event happens.
● Value equals branch.
New types
● Schedule - Contact based workflow.
● Conversation based workflow.
New actions and type of workflows

14. ● HubSpot Academy Lesson: Get started with workflow
● 10 workflows which you should have
HubSpot Resources

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