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Weed Out Your Weakest Leads

Weed Out Your Weakest Leads

Problematic leads are as bad as weeds- they'll use up your resources and diminish your ROI. Whether you're investing in a garden or growing your org, maximizing the potential of your seeds is critical for growth. Account scoring can help you weed out your weakest leads and push your most viable leads to where they can receive the most care.

Account scoring is the process of sorting all the potential customers in rank order from the most to the least valuable. Regardless of your org's size, account scoring will help your business expand by narrowing your rev team’s focus onto the accounts that will generate the greatest ROI for your org. Stop wasting valuable resources on the wrong accounts!

This session is designed for any leader in the sales world, but enterprises that sell to small and mid-sized businesses will especially love this content! Join BuzzBoard to learn how to extend that scoring model to include any number of some 6,400+ signals per account that draw on the target company’s digital footprint.

Discussion topics

  • How to build a fit score formula for your SMB accounts (score and prioritize)

  • Why Account-first is more productive than contact-first (new TAM/old TAM)

  • How to evaluate your database of accounts

Key Takeaways

  • Take a look at your SMB database via the ‘Account’ object. Do you even have the right account records for target accounts? Do you have a bunch of off-target account records? Do you have a bunch of lead/contact records in Salesforce for accounts that you shouldn’t be targeting anyway? Get your ‘Account’ object in order first, so you don’t spend time and money enriching and updating lead records for off-target accounts.

  • When it comes to establishing an Account-first flow, be more judicious and thoughtful about which accounts you put your calories into. Analyze your data and order them from who is most likely to buy and least likely to buy and allocate your sources accordingly.

  • while taking a stock of the database in your CRM, start with identifying the off-target accounts first and get rid of associated leads/contacts for those accounts. Leads/contacts for target accounts, however incomplete, can be made useful in your GTM outreaches.