I volunteered to do a presentation on Lead Scoring and Grading. It is amazing how little hard data is out there. It’s a lot of by guess and by golly. To start yes you need to make some educated guesses. There are ways to build a model and you can use existing data to get some good fact based models to start.
As a result of my research I did a presentation for our local Orange County, Calf. Pardot User Group hosted by Roland DGA. We are a group of emarketers – internet marketers who use Pardot to track the customer journey from Prospect to Lead to Marketing Qualified Lead, to Sales Qualified Lead then on to Deal Closed Won. Lead Scoring is all about that fuzzy front end where we know very little and the Prospect – Potential Lead hasn’t told us much and is reluctant to tell us much. On the off chance you all are interested check out the link to the PowerPoint Presentation that was used.