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Rant: I used to chase every MQL like it was gold now I ignore half of them
About 8 months ago I started filtering out any lead that didn't hit a specific engagement score before we even look at them. Used to pass every single form fill to sales and wondered why we had a 2% close rate. Now we dump like 40% of leads before they ever see a rep and our close rate jumped to 11%. Sales team was mad at first but now they love it. Has anyone else tried cutting bad leads before they hit the pipeline?
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miles_sanchez20d ago
Yeah this is basically what any team that scales past a certain point has to do. We started scoring leads based on actual behaviors like time on site and content downloads instead of just "they filled out a form." Dumped about 30% of what we used to send over and our close rate went from 4% to about 10 or 11%. Sales still grumbled for a month until they realized they weren't wasting time on tire kickers. The trick is to keep your scoring simple though, don't overengineer it with a hundred rules. Just a few strong signals like if they checked pricing or watched a demo video. That alone fixed most of our pipeline problems.
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karen_perry3820d ago
You used to be a skeptic about lead scoring too? I was the same way, @miles_sanchez thought it was just another metric to obsess over. But hearing your close rate jump like that makes me want to give it a proper shot.
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simon_coleman20d ago
Honestly a buddy at another company tried basically the same thing but went way overboard with like 50 scoring rules. Their CRM literally started flagging people who clicked email links twice as "hot" leads.
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