5 Lead Scoring Tools and How They Help Businesses

Much like miners unearthing precious gems from the rough, experts in lead scoring finesse the gold from business prospects to create opportunities. Seeking insights from the expertise of a founder and CEO as well as a senior marketing manager, this article reveals potent strategies for classifying leads. Beginning from tracking engagement with Snitcher to combining tools like HubSpot and LinkedIn, discover five valuable insights from industry leaders. 

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Track Engagement With Snitcher

I love using Snitcher.com in conjunction with our outreach protocols. It helps track where leads are visiting, how often they’re returning, and other valuable engagement insights. This data gives us a clear picture of lead interest and intent, which allows us to prioritize follow-ups more effectively and personalize our outreach efforts. It’s a great tool for refining lead scoring and making smarter, data-driven decisions.

Sam Bahreini, Founder & CEO, Konstellate

Prioritize Leads With Leadfeeder

We use Leadfeeder for lead scoring because it seamlessly integrates with Google Analytics to track website visitors and provide real-time alerts.

This helps our team prioritize leads with the highest conversion potential based on their behavior. The detailed insights and analytics offered by Leadfeeder allow us to tailor our sales approach effectively. While it may require additional tools for comprehensive management, Leadfeeder’s ease of use and strong support make it a valuable asset for our lead-generation efforts.

Matias Rodsevich, Founder & CEO, PRLab

Integrate CRM and AI Tools

For lead scoring, I primarily use a combination of CRM tools like HubSpot or Salesforce, which have built-in scoring systems. These platforms allow you to set criteria based on engagement levels, demographics, and behavioral data. I also recommend using AI-powered tools like Clearbit or ZoomInfo to enrich lead data. The key is to ensure you’re scoring leads based on both their fit with your target customer profile and their engagement with your business, like website visits, email opens, and demo requests. By integrating multiple data points, you can prioritize high-quality leads and improve your conversion rates.

Ronald Osborne, Founder, Ronald Osborne Business Coach

Customize HubSpot For Education

At our agency, we use HubSpot for lead scoring. It’s been crucial in helping us prioritize and nurture leads from educational institutions.

We’ve customized HubSpot’s lead-scoring feature to fit our business. Our system assigns points based on actions highly relevant to the higher education sector. For instance, leads who download our whitepaper on “Increasing Student Enrollment Through AI” or frequently visit our case-studies page receive higher scores.

We also factor in key demographic information. Leads from larger universities or those with titles like “Director of Admissions” get additional points.

What I love about HubSpot is its flexibility. We can adjust our scoring criteria as we learn more about what indicates a quality lead in college marketing. It also integrates seamlessly with our other marketing efforts, providing a comprehensive view of each lead’s journey.

This approach has boosted our efficiency significantly. Our sales team focuses on the most promising leads, while marketing tailors their nurturing strategies based on scores. As a result, we’ve seen higher conversion rates and shorter sales cycles.

Jason Gilbert, Founder, GradLabs

Combine HubSpot, ZoomInfo, LinkedIn

I like using the tools and found they all provide something different. I use a combination of HubSpot, ZoomInfo, and LinkedIn Navigator. 

HubSpot delivers a solid foundation for managing and tracking engagement metrics like email opens, clicks, and form submissions, which help assign scores based on interaction levels. ZoomInfo enhances this by offering detailed contact and firmographic data, allowing me to assess fit based on industry, company size, and decision-making power. LinkedIn Navigator adds another layer by helping identify decision-makers and track their activity, ensuring a targeted approach. 

These tools provide a comprehensive view of engagement and fit, making lead scoring more precise. This combination ensures that my team focuses on high-quality prospects with the greatest potential for conversion.

Kimberly Heiser, Sr Marketing Mgr, The John Roberts Company

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