#13 Add point scoring system

[Anonymous]

Allow OSOM to assign points to a lead based on the
interactions recorded. Then, you can rank leads based
on their points.

From marketingsherpa.com:

Speaker Brian Carroll of StartWithaLead.com suggested
you partner *with* the sales team to create a numerical
lead classification system that's on a 100-point scale.

Every element of data you can get on a lead should be
scored with more points going toward elements proven
to exist in current best-of customer accounts... such as:

- Number of staff in any department that would use
your offering

- Business shifts (launches, new hires, strategies
formally announced in quarterly reports, etc.) indicating
a need for your offering

- Amount of time spent on your site, clicks on your
emails, webinar attendance, white paper downloads

- SIC codes, association membership, industry vertical

- job function of named lead, number of leads in
organization

Then you share your lead database with sales, letting
them know precisely what the scoring is for every name.
They can decide what specific level they define as "hot"
(perhaps 60+ points scored), and how to juggle their
calls to focus on the very highest scoring names.

Plus, you'll be able to fine-tune your marketing follow-up
and nurturing campaigns to keep lower-scoring names
simmering along until their scores improve.