6 Ways Low-Quality Data is Hurting Your Lead Scoring
Posted: Wed Dec 04, 2024 6:32 am
Lead scoring is essential to a well-oiled marketing and sales machine.
For marketing teams, the number one goal is to send quality leads to the sales team, not just any lead that comes down the pipeline. When the leads aren’t panning out on the backend, you can bet that the marketing team is going to hear about it.
For sales teams, everything comes down to productivity. Sales reps need to be able to spend their time engaging with prospects that are the most likely to convert. How reps spend their time is always a top priority for sales leadership. When they spend their time on low-quality prospects, it’s a problem for both the sales team and marketing team and can lead to strain in the workplace.
However, there are some nuances when it comes to lead physician database scoring in HubSpot, Salesforce, Intercom, and any other CRM that can make it difficult for both marketing and sales teams to accurately score leads and identify the most promising opportunities in their system.
Accurate lead scoring is especially important in account-based marketing, where you must engage with several decision-makers within a company. In those cases, a single contact that you would consider to be a “perfect prospect” on their own may not be enough to move their entire organization toward your solution. You have to have a way to score organizations as a whole in account-based marketing.
Most often, lead scoring issues are a result of bad data.
Either you're not collecting enough data to accurately score prospects, or the data that you are collecting is inaccurate or too full of inconsistencies and errors to glean the information that you need to reliably score opportunities in your CRM.
In this article, we’ll cover some of the common lead scoring issues that companies face within HubSpot and provide some simple tips for helping you to overcome those issues.
1. Contacts Not Associated with th
For marketing teams, the number one goal is to send quality leads to the sales team, not just any lead that comes down the pipeline. When the leads aren’t panning out on the backend, you can bet that the marketing team is going to hear about it.
For sales teams, everything comes down to productivity. Sales reps need to be able to spend their time engaging with prospects that are the most likely to convert. How reps spend their time is always a top priority for sales leadership. When they spend their time on low-quality prospects, it’s a problem for both the sales team and marketing team and can lead to strain in the workplace.
However, there are some nuances when it comes to lead physician database scoring in HubSpot, Salesforce, Intercom, and any other CRM that can make it difficult for both marketing and sales teams to accurately score leads and identify the most promising opportunities in their system.
Accurate lead scoring is especially important in account-based marketing, where you must engage with several decision-makers within a company. In those cases, a single contact that you would consider to be a “perfect prospect” on their own may not be enough to move their entire organization toward your solution. You have to have a way to score organizations as a whole in account-based marketing.
Most often, lead scoring issues are a result of bad data.
Either you're not collecting enough data to accurately score prospects, or the data that you are collecting is inaccurate or too full of inconsistencies and errors to glean the information that you need to reliably score opportunities in your CRM.
In this article, we’ll cover some of the common lead scoring issues that companies face within HubSpot and provide some simple tips for helping you to overcome those issues.
1. Contacts Not Associated with th