Deal + Company Scoring
Description
Prioritize your sales efforts with precision by implementing deal and company scoring in HubSpot. This milestone sets up scoring systems to evaluate the potential value of deals and companies based on predefined criteria, such as industry, deal size, engagement levels, or past purchasing behavior. By assigning scores, your sales team can focus on high-priority opportunities, reduce time spent on less promising leads, and improve overall efficiency. Scoring also enables better forecasting and decision-making by identifying the most valuable opportunities in your pipeline.
Process Summary
- Define Scoring Criteria: Collaborate to identify key factors that determine deal and company value, such as revenue potential, engagement frequency, or fit with target profiles.
- Configure Scoring Properties: Set up scoring properties in HubSpot to calculate scores for deals and companies based on the defined criteria.
- Automate Score Updates: Implement workflows to automatically update scores as new data is collected (e.g., when a lead visits key pages or a deal moves to a new stage).
- Score Visibility: Add scoring fields to deal and company records to ensure scores are prominently displayed for the sales team.
- Testing and Refinement: Test the scoring system with sample data and refine criteria or weights to ensure scores align with actual deal value and outcomes.
- Reporting and Analysis: Create reports to analyze trends in deal and company scores, helping refine strategies for outreach and engagement.
Requirements
- Input on criteria for scoring deals and companies, including factors like deal size, fit, and engagement.
- Collaboration to determine score weighting for each factor.
- Existing data on past deals and clients to validate and refine scoring models.
- Feedback during testing to ensure scores accurately reflect deal and company value.
Milestone in Action
Demo video coming soon.
Key Outcomes
- Prioritized sales efforts based on high-value deals and companies.
- Improved forecasting accuracy through clear visibility into deal potential.
- Reduced time spent on low-value opportunities, increasing overall efficiency.
- Data-driven insights into what factors contribute to successful deals.