Streamline Your Sales Process with Automated Lead Qualification for Teams

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all right so right now I'm going to show you how to set up the lead scoring integration and I actually want to walk you through this and show you step by step how I'm going to do it so this video may be a little bit longer but I think it should be helpful for when you're doing this yourself so again just to set the stage at this point I've got a list of companies I've got a list of enriched contacts and I also have these uh merge fields which are going to go into my email automation tool so now I'm simply going to click image data look up lead score and you'll see there's score row and play or score words in list I'm going to do the first one I want to give a score to each row and let's say I'm going to have in this case four different lead score criteria so the first you'll see it split into value comparison type keywords and score it's kind of a lot but as we go through it you should start to get a pretty good idea of it so the first thing I want to do is I would like to score People based off of the number of LinkedIn followers right I'm trying to get a rough idea of just their public perception and how many people are kind of actively engaging with the brand online and so I'm going to go to let's see where is this followers dollar account right and you'll see uh the pound sign it kind of shows me that this is a numeric value and so I'm going to use between number now in keywords this is also kind of say your grouping and so if you read through this this description below it will kind of tell you exactly what I'm going to tell you now but for numbers I'm basically setting up my core groups so I'm going to say I have 1 000 to 5000 is one group 5001 to 10 000 is my second group and then ten thousand uh 2001 to let's say just thirty thousand here's my third group right so I've established these are my three groupings now I just have to assign scores to each of those groupings so if they are one thousand to five thousand they get one point they're five thousand one to ten thousand they get two points and there's pair ten thousand one to thirty thousand they get three points great uh moving on to scoring criteria number two this time I actually want to look at the uh contacts themselves so when I look into enriched person from LinkedIn profile I'm going to select their title and this time I'm using text shown by that little T and I'm going to say contains so if their title contains let's say our top priority is sales our second priority is finance our third priority is CEO or founder and then fourth priority um let's just stick with those all right so we've got three groupings so again if it contains sales I'm going to say that three points if it contains control this down Finance two points and everything today's CEO or founder at one point all right scoring criteria number three uh let's do if let's do this based off of location this time all right so we're going to go to enriched person from LinkedIn profile and we're gonna go to Country and this time we're going to say just if country equals X in this case I really just care if they're in the US here if they are in the US I want to tack on them there's no point there and then lastly let's do founded year so I'm going to prioritize newer companies who potentially do not have as established Tech stacks comparison type this time I'm going to do between and if let's say the founding date is between 2000 to 2017 that's wondering then uh if it is between 2018 to 2020 and that's our third group coming about 2021 to 2022 fourth group and finally 2023. and so this time we're going uh in order of kind of like worst to best so we're gonna go let's just do half points here actually so we can go half point four two thousand and then we're just gonna go up by 0.5 increments one 1.5 to 3.5 and something you just need to keep in mind is that for every group you have you need to have the same number of scores meaning you know if we have we have one two three one two three four groups here and here we've actually got five scores right now so I'm gonna remove the fifth one and now when we save changes and let's go ahead and just run this for the entire column you will see at the end awesome now we have scores for everybody and so now the really cool thing we can do is we can create specific views for each of the types of prospects so I'm going to add a new view and I'm going to call these best quality leads oops best quality and if we go back to this unfiltered View let's go ahead and let's pull out this lead score into its own column the reason for this is it will allow us to filter it and we're going to say this is the final lead score and the reason I did that is because now when I go in the best quality leads I can say filter by and I can go to final lead score and I'm going to say if the final lead score is greater than four these are our best quality leads we've got four again we can create another view and let's call this medium quality leads filter by obviously the same thing with Lead Core but this time let's say if it is um this final lead score is less than four and finally the score is greater than two right now we've got our second priority and we can do the same now for lower priority even so just want to show you it's a really cool way you can again score and prioritize leads and uh you may have seen this in the overview video that you have already watched but if you did not see that you know I've done splits going at the very end once I've already enriched leads which is a little bit helpful right because it gives me an idea of what I can prioritize but a better way to do this would actually be to once I have enriched the companies I can go ahead and run a lead score for all the different companies and then only if the companies score high will I then run further enrichments so the lead scoring is great obviously for you know internal use for you to get a better idea of who is high quality but within clay the lead score provides you a really valuable metric that allows you to know which contacts and which accounts you want to further enrich versus which contacts such accounts maybe don't score too high and for those contacts or accounts you just want to run them through scaled campaigns as opposed to running a ton of enrichments to then get to you know really personalized merge Fields right yep so if you have any questions again drop them in the slack Community or let us know thank you