HubSpot vs. Salesforce: Which is best for lead scoring?
Not all leads are the same. But how do you know which ones are more likely to convert? The answer lies in lead scoring. Assigning a “score” to leads based …
Lead Scoring
Learn how to make your sales team 10x more effective by correctly scoring which leads deserve a call and which an automated email workflow.
You Don’t Need Lots of Data Points to Create a High-Performing Scoring Model
How much data is required to power a lead-scoring model? How many attributes typically drive predictions that are reliable enough to be accurate and actionable? Typically, the standard answers to …
The 5 Essential Rules To Building A High-Performing Scoring Model
Lead scoring can tell you a lot and help your team successfully identify high-value sales opportunities throughout the entire buyer’s journey… but it’s only as good as the lead scoring …
Lead Scoring Points: Why The 100-Point Rule of Scoring is Wrong
If you’ve used lead scoring before, you may not have a particularly high opinion of it. That’s because most lead-scoring tools have implicitly led you astray. The traditional approach to …
Marketing to Sales: How to Hand Off Leads to Convert More Customers
When, exactly, should your marketing team hand off a lead to the sales team? Not sure? If there’s any confusion around how to hand off leads, you’re likely losing out …
Introducing Reveal For Data-Driven Ideal Customer Profiles
Today we’re happy to announce a game-changer update to Breadcrumbs Reveal, the free tool for B2B go-to-market teams we released in May 2022. We first designed Reveal to ingest and analyze …
Unlock Revenue After Acquisition: Advanced Scoring Models
Lead scoring has been around for decades, and in that time, it’s mostly been unchanged. As a result, it’s been given a little bit of a bad rap. It’s thought …
The Ultimate Hubspot Onboarding Checklist
Getting started with HubSpot the right way is crucial to long-term success. By making sure every department has an identical onboarding checklist, you can pave the road toward revenue acceleration. …
The Essential HubSpot Lead Scoring Guide For Your Business
If you are using HubSpot’s CRM software, you may have come across their lead scoring tool and asked yourself: what is HubSpot lead scoring, and am I missing out if I …
How to Rank Leads So Sales Won’t Waste Precious Time
Your sales team’s time is invaluable. Your marketing team has invested an enormous amount of time, energy, and resources into finding an onslaught of leads, and while that sounds great …
RFM Analysis for B2B: 3 Common Myths Debunked
There are a lot of different approaches businesses take when trying to assess the value of leads and customers. Quite frankly, a lot of these approaches are wrong, or at …