1. Points-based lead scoring
This is the most common and germany phone number resource simplest lead scoring model. Points are assigned to leads based on specific criteria that reflect their likelihood of becoming customers.
Common Criteria:
Demographics: Job title, company size, geographic location, etc.
Firmographics: Industry, annual revenue, number of employees, etc.
Behavior: Website visits, content downloads, email openings, webinar participation, etc.
Direct interactions: Phone calls, scheduled meetings, survey responses, etc.
Example:
+10 points for downloading an ebook.
+20 points for attending a webinar.
+5 points for each visit to the website.
-10 points if the company has less than 10 employees.
2. Predictive lead scoring
This model uses algorithms and machine learning to predict the likelihood of a lead converting based on historical data and behavioral patterns.
Common Criteria:
Historical data on leads that have become customers.
Analysis of behavioral patterns and demographic characteristics.
Integration of data from multiple sources such as CRM, marketing automation platforms and web analytics.
Example: An algorithm may identify that leads who visit the pricing page three times and attend two webinars have a high probability of conversion, assigning them a high predictive score.
