In this episode, the hosts discuss the challenges of setting up a lead scoring system and identifying the right timing to shorten the sales cycle. They explore traditional lead scoring methods and the limitations they face. The conversation then delves into the concept of predictive lead scoring and its potential benefits and drawbacks. The hosts emphasize the power of asking the intent question to gain valuable insights from leads. They also highlight the importance of non-sales outreach and the value of continuing value-driven conversations with leads. Finally, they suggest combining different lead scoring mechanisms for optimal results.

BLOG ARTICLE: https://www.cotide.com/en/blog/how-to-set-up-a-lead-scoring-system-that-works

YOUTUBE VIDEO: https://youtu.be/6ZjEodBeyB0

Takeaways

Setting up a lead scoring system requires careful consideration of the challenges and limitations involved.

Predictive lead scoring can offer potential benefits but may require a significant amount of data and investment.

Asking the intent question is a powerful tool for identifying leads who are ready to buy.

Non-sales outreach and value-driven conversations are crucial for nurturing leads who are not yet ready to buy.

Chapters

1. Introduction: Setting up a Lead Scoring System

2. The Challenge of Lead Scoring

3. The Limitations of Traditional Lead Scoring

4. Exploring Predictive Lead Scoring

5. The Issues with Predictive Lead Scoring

6. The Power of Asking the Intent Question

7. The Importance of Non-Sales Outreach

8. Combining Lead Scoring Mechanisms

9. Conclusion: Asking More and Better Questions