Not all engagement is scored the same. For example, if someone clicked on an email they might only receive a few points, whereas if they downloaded high-value content they’d receive several points. And if they asked to be contacted by a sales person – the so-| Leadspace
Once you’ve determined your ICP and discovered your Total Addressable Market (TAM), it’s time to decide which leads to pursue. To determine where to focus your sales and marketing efforts, you need a way of scoring your leads across your TAM by their propensity to buy your product or service. Before you consider buying behavior, CRM data, feedback, discovery process, channel analysis and continuous refinement, you need a place to start. If you start with buyer behavior, you might spend mo...| Leadspace
Without understanding hierarchies, we can’t piece together all the players in an account’s buying team or buying group. Unfortunately, manually mapping hierarchies at scale isn’t realistic. We also can’t rely on job titles alone to identify decision makers as the buying power of a particular title can vary significantly between companies| Leadspace
