November 17, 2023

What is Predictive Lead Scoring & How Does It Help Sales?

Written by
Why is TechnologyAdvice Free?

Key takeaways

  • Predictive lead scoring leverages machine learning to dynamically rank prospects based on their likelihood to convert, enhancing the efficiency and accuracy of sales prioritization.
  • By analyzing patterns in historical data and customer interactions, predictive lead scoring removes human bias, providing a scalable solution for businesses to identify high-quality leads.
  • The integration of predictive lead scoring into CRM systems streamlines the sales process, fostering better marketing and sales alignment and driving targeted engagement strategies.

The ability to quickly identify which leads are ready to buy is crucial for any salesperson. Lead scoring offers a systematic approach to ranking prospects against a scale that represents the perceived value each lead represents to the organization. 

Traditionally, this process has relied on a mix of instinct and experience to assign values based on explicit behaviors and demographic information. Now predictive lead scoring is an advanced evolution of traditional methods, harnessing the power of machine learning and big data to forecast which leads are most likely to convert. 

This sophisticated approach refines the lead scoring process and revolutionizes it, offering a more nuanced and predictive understanding of where each prospect stands in the buying journey.

Understanding lead scoring

Lead scoring is a systematic approach to ranking prospects against a scale that represents the perceived value each lead represents to the organization. 

Proper lead scoring is a fundamental aspect of sales and marketing strategies, serving as a bridge between marketing activities and sales action. By assigning numerical values to leads based on their actions and behaviors, lead scoring helps align marketing and sales efforts, ensuring that the most promising prospects are prioritized for outreach.

In traditional lead scoring, this process is manual, with sales and marketing teams defining criteria based on past experiences and intuition. For example, a lead might earn points for actions like downloading an ebook or attending a webinar, with more points assigned for behaviors deemed more indicative of a readiness to buy.

EXPERT TIP:

This method has its limitations. It relies heavily on human judgment, which can be subjective and prone to error. It also doesn’t always account for the wealth of data now available that can inform more accurate scoring.

What is predictive lead scoring? 

Predictive lead scoring evolves this process by incorporating machine learning and AI by analyzing large datasets, including detailed customer interactions and behaviors, to identify patterns that signify a high likelihood of conversion. 

This model is dynamic, constantly learning and adjusting based on new data, which allows for a more nuanced and accurate assessment of lead quality. Predictive lead scoring automates the process, reducing the potential for human error, and facilitating a more efficient allocation of sales resources to leads with the highest conversion potential.

How predictive lead scoring works

The emergence of predictive lead scoring has been a game-changer largely because of its ability to discern subtle and complex patterns that are not immediately apparent to marketers. For instance, it can detect correlations between various behaviors and conversion success, such as the combination of attending webinars, downloading specific types of content, and engaging with certain topics online. 

This nuanced understanding allows businesses to prioritize their efforts more effectively, focusing on leads that exhibit a high likelihood of becoming valuable customers.

Predictive lead scoring models can identify ‘hot’ prospects much earlier in the buying cycle, sometimes even before they have made direct contact with the sales team. These models can alert sales and marketing teams to leads that are in the consideration phase, enabling timely and targeted engagement by analyzing intent signals gathered from various online activities, such as researching competitors or engaging with related content on third-party sites

Also read: Lead Generation Best Practices

Ideal Customer Profile (ICP)

The creation of an Ideal Customer Profile (ICP) is central to predictive lead scoring. This profile is crafted based on historical data of past customers and their behaviors throughout the sales cycle. By analyzing this data, predictive models can ascertain the characteristics of a ‘high-quality’ lead. When new leads are assessed, they are scored against this ICP—the closer a lead’s profile matches the ICP, the higher their score will be.

EXPERT TIP:

Unlike traditional lead scoring, which often relies on a static set of criteria determined by marketers’ past experiences, predictive lead scoring is dynamic. It adapts to new patterns in customer behavior, market trends, and the evolving landscape of the business. 

This adaptability is crucial for businesses that operate in fast-paced environments or those that have long sales cycles where customer engagement patterns can be complex and varied.

How to implement predictive lead scoring

  1. Choose the right software: Begin by selecting a predictive lead scoring platform that integrates well with your existing CRM and marketing automation tools. Top contenders in the market include Salesforce CRM, Pardot, and Marketo, which are known for their robust features and scalability.
  1. Collect and integrate data: Predictive lead scoring relies on data, so ensure you have a system in place to collect data from various touchpoints. This includes website visits, email engagements, social media interactions, and more.
  1. Create your Ideal Customer Profile (ICP): Use historical data to create an ICP, which serves as a benchmark for scoring leads. Your chosen software should provide tools to help you analyze past customer behavior and identify common characteristics of your best leads.
  1. Set up your scoring model: With your ICP in place, configure the predictive scoring model in your software. This will involve setting parameters and weights for different behaviors and demographic factors.
  1. Test and refine: Before rolling out fully, test your predictive scoring model with a subset of leads to ensure it’s accurately scoring and segmenting them. Use the insights gained to refine your model for better accuracy.
  1. Monitor and adapt: Predictive lead scoring models are dynamic. Regularly monitor the model’s performance and adapt it as needed to account for changes in customer behavior or market conditions.
  1. Train your team: Ensure your sales and marketing teams understand how to use the predictive lead scoring system. They should know how to interpret scores and take appropriate actions based on them.

Top software for predictive lead scoring

HubSpot Sales Hub logo.
Image: HubSpot Sales Hub

HubSpot Sales Hub: Known for its comprehensive CRM platform, HubSpot Sales Hub includes predictive lead scoring features that leverage machine learning to prioritize leads. It’s a great fit for businesses already embedded in the HubSpot ecosystem.

Salesforce Einstein logo.
Image: Salesforce Einstein

Salesforce Einstein: As part of the Salesforce suite, Einstein uses artificial intelligence to score leads based on past deals and customer interactions, making it a robust choice for enterprises with complex sales processes.

Marketo logo.
Image: Marketo

Marketo: Now part of Adobe, Marketo offers a lead scoring model that can be customized with predictive scoring capabilities. It’s particularly well-suited for marketing automation and aligning sales and marketing teams.

Salesforce Pardot logo.
Image: Salesforce Pardot

Pardot: Also under the Salesforce umbrella, Pardot provides a B2B marketing automation tool with predictive lead scoring, ideal for those seeking a seamless integration with Salesforce CRM.

Benefits of predictive lead scoring

Predictive lead scoring is transforming the way businesses identify and pursue potential customers. Here are some of the key benefits that this innovative approach offers:

Increased efficiency and accuracy: By leveraging data and machine learning algorithms, predictive lead scoring can quickly analyze a multitude of factors that indicate a lead’s potential to convert. This not only speeds up the lead qualification process but also enhances its accuracy, ensuring that sales teams focus their efforts on leads with the highest propensity to purchase.

Reduction of human error and bias: Traditional lead scoring methods often rely on human input, which can introduce error and bias. Predictive lead scoring minimizes these risks by using objective data analysis, leading to a more consistent and reliable process for qualifying leads.

Enhanced alignment between marketing and sales teams: One of the perennial challenges in many organizations is aligning the efforts of marketing and sales. Predictive lead scoring provides a shared framework for both teams to understand and agree on what constitutes a high-quality lead. This common understanding helps to ensure that marketing efforts are targeted and that sales teams are following up on the most promising leads, fostering a more collaborative and effective partnership between the two functions.

Also read: 4 Data Enrichment Tools for Lead Generation

Predictive lead scoring in action

“Predictive lead scoring was introduced in my team toward the back end of last year as we (expensive AEs) were wasting time on poorly qualified marketing leads.

I am lucky and have a dedicated BDR so between us we worked on an approach where I handle the high-value clients with a score above a certain threshold and he handles the rest of them to further qualify and nurture. This has meant that I can focus much more of my time on the higher value, sales-qualified leads, and this year my close rate was up 18.6% for H1.

Not only that, I am far less frustrated with marketing), earn more, work less and actually see my kids for bedtime during the week most days. Happy days.

Having data behind lead qualification has been a game-changer; see, kind of got my life back!”

“Tailoring customer interactions using AI insights ensures you meet them on their preferred platforms with relevant content, respond to their comments, and are readily available with the answers they seek. These personalization strategies help customers get to know you, your product, and your brand. It eliminates a lot of the guesswork with and for leads. In turn, this removes steps in the funnel and quickens Time to Purchase.

We use AI technology-powered CRM software to track visitors’ behavior patterns to target unique personas. Doing so is vital for B2Bs as we typically reach out to a company’s buying center with more than one decision-maker. This group includes those who first become aware of your offering, those who will use it, the buyers, decision-makers, and administrators. Scoring all these leads can eat up a lot of time and resources.

AI-CRM software aggregates and analyzes customer data from your website activity, sales, email, social media, etc. These systems tell you who engages with your business and provide intent analysis, product recommendations, and opportunities for upselling.

Over time, continuous machine learning can also identify which personal or professional attributes hold the most weight when it comes to an organization’s decision-makers. This way, sales teams can focus on targeting the right people to score more wins for your business. They’ll also have more time to serve the more complex needs of your clients so you can retain them longer.

Within the first six months of implementing the AI-powered predictive lead scoring system, our team witnessed a 30% increase in conversion rate. And this is primarily due to reaching out to the right people at the right time with personalized content and product recommendations. So, not only was Time to Purchase quickened, but our sales team’s effort and resource allocation was optimized.”

Potential hurdles in adopting predictive lead scoring

Predictive lead scoring is a sophisticated approach that leverages data analytics and machine learning to prioritize leads based on their likelihood to convert. While the benefits of implementing such a system are manifold, including increased efficiency and a more streamlined sales process, there are several potential hurdles that organizations may face when adopting predictive lead scoring. One of the most significant challenges is addressing data quality and integration issues.

Addressing data quality and integration issues

Data quality concerns: The accuracy of predictive lead scoring is heavily dependent on the quality of data fed into the system. Poor data quality can arise from various sources, such as outdated information, duplicate records, or incorrect data entry. These issues can skew the predictive model’s output, leading to misinformed scoring that may cause sales teams to chase after low-quality leads or overlook high-potential ones.

To mitigate these concerns, companies must establish rigorous data governance policies. This involves setting clear standards for data entry, regular audits to ensure accuracy, and implementing processes for timely updates. Additionally, employing data cleaning tools can help in identifying and rectifying inconsistencies, thereby maintaining the integrity of the predictive scoring system.

Integration complexities: Another hurdle is the integration of predictive lead scoring systems with existing CRM and ERP solutions. Seamless integration is crucial for the real-time flow of data across systems, which is essential for the predictive model to reflect the most current state of leads. However, legacy systems and disparate data sources can make integration a complex task.

Organizations may need to invest in middleware or employ APIs that facilitate the smooth exchange of data between systems. It is also important to choose a predictive lead scoring solution that is compatible with the existing technology stack or to be prepared for the necessary upgrades.

Data silos and accessibility

Data silos within an organization can severely hamper the effectiveness of predictive lead scoring. When customer data is compartmentalized into different departments without a unified view, the predictive model may not have access to all the relevant data points needed for accurate scoring.

EXPERT TIP:

Breaking down these silos often requires a cultural shift within the organization, promoting transparency and data sharing across departments. It also necessitates the implementation of integrated systems that can consolidate data into a single, accessible repository.

Training and change management

Lastly, the human element cannot be overlooked. The transition to a predictive lead scoring system may be met with resistance from sales teams accustomed to traditional methods. Adequate training and change management are essential to ensure that the staff understands the benefits and can effectively utilize the new system.

The future of predictive lead scoring

Throughout this article, we’ve uncovered the transformative power of predictive lead scoring in prioritizing leads with precision and personal touch. This process, fueled by data analytics and machine learning, stands as a testament to efficiency and heightened conversion potential.

As we peer into the future, it’s clear that AI is the compass by which sales strategies will navigate. With its capacity to adapt and learn, AI promises to refine lead scoring even further, offering real-time insights and a keen foresight into consumer behavior.

Predictive lead scoring is part of a new era in sales. As AI continues to evolve, it will undoubtedly redefine the way businesses interact with potential customers, staying one step ahead in a competitive market.

1 CallTrackingMetrics

Visit website

CallTrackingMetrics is a global conversation analytics provider. More than 100,000 users, including The Washington Post, Verizon Connect, and ServiceMaster, rely on CTM to make data-driven advertising decisions. CTM integrates with core tools marketers use every day like Google Ads and Analytics, Hubspot, Salesforce, Zoom, and Facebook. CTM lets you track & attribute leads, from any source, giving you data to confidently make marketing decisions & increase conversions.

Learn more about CallTrackingMetrics

FAQs

Predictive lead scoring utilizes machine learning algorithms to analyze historical data and identify patterns that predict future customer behavior, offering a more dynamic and data-driven approach than traditional lead scoring’s static criteria.

Yes, predictive lead scoring can typically be integrated with most CRM systems to enhance lead prioritization and streamline your sales process.

TechnologyAdvice is able to offer our services for free because some vendors may pay us for web traffic or other sales opportunities. Our mission is to help technology buyers make better purchasing decisions, so we provide you with information for all vendors — even those that don't pay us.
In this article...