Supported CRMs | Pipedrive, Copper, Hubspot, Airtable, Salesforce |
Available on | Starter, Growth, Enterprise |
Lead scoring helps you identify your hottest leads, by adding a score to each contact in your CRM, based on their web visits and email engagement.
This article covers:
How to set up Lead scoring
You’ll find the options you’re looking for under the Lead scoring menu item.
By default, Lead scoring is disabled for every account. If you'd like to enable it, you can simply tick the box to start sending lead score data to your CRM. If for some reason you'd like to disable it again, just untick the box and Outfunnel will stop sending lead score data.
Next, you need to tell Outfunnel what scores to send to your CRM, and when they expire. Outfunnel attributes a score for each of the following actions:
Page visits to any page or a unique URL (Web tracking must be enabled)
Email opens
Email clicks
✨ Individual URL scoring is available on Growth plan and up
How you score each of these activities is entirely up to you. By default, Outfunnel gives the most value to page visits and the least to email opens: The default scoring is: 10 points for a page view, 3 points for an email click, and 1 point for an email open.
There are lots of lead scoring models out there, but if you need some guidance on what type of engagement constitutes a stronger buying signal feel free to reach out. In general, we’d suggest attributing the highest score to Page visits, then email clicks, then email opens.
You can then choose whether those points expire over time – after all, there is a lot of evidence that points to buyer interest decaying over time. Your options here are:
30 days
90 days
180 days
360 days
Never
If you choose to have an expiry time, every individual action’s score will be removed from the total after the given time on a rolling window basis. If you choose “Never” the points will never expire.
Syncing lead scores to CRM contacts
Now that you’ve told Outfunnel how many points each interaction is worth, and when they expire, click Save to save your settings.
Once it’s live, the next time you send a tracked email to one of your contacts, Outfunnel will not only record when they open it, but you’ll also see a score for that email open. And every other tracked interaction, too.
Outfunnel automatically creates and continuously updates a custom field for each person, called “Lead score”.
In your CRM, it will look something like this:
Lead scoring in Pipedrive
Lead scoring in Copper
Now that the score is safely in your CRM, you or your sales team can use this to filter contacts based on their score, and focus on the highest-scoring leads first, taking away the guesswork and saving time.
Other stuff
We’ll be adding more advanced lead scoring options soon, allowing you to give a score to specific CRM activities or fields
Your lead score in Outfunnel will be updated instantly and will be synced automatically to your CRM.