Scoring & Grading Handbook

Despite being one of the most powerful features of marketing automation, the lead scoring and grading model is also one of the most difficult topics to talk about — simply because your ideal scoring and grading model will ultimately depend on your product, industry, and buyer persona. Luckily, the worksheets and best practices in this handbook can help you get the most out of automated lead qualification, whether you’re just getting started or trying to optimize your current approach. This handbook includes:

  • a brief explanation of the benefits of scoring and grading, the differences between the two, and why you need both
  • a worksheet to help you map out your approach to grading
  • a worksheet to help you audit and optimize your current scoring system
  • important questions to ask your sales team when building your blended scoring and grading model