Do you use lead status programs  in conjunction with lead scoring programs? | Community
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Anonymous
November 14, 2016
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Do you use lead status programs  in conjunction with lead scoring programs?

  • November 14, 2016
  • 2 replies
  • 2563 views

Hi There,  we have just revamped our behavioral and demographic lead scoring programs. I'm wondering though if we should also implement a lead status program as well so we can explicitly move lead status from Known --> Engaged --> MQL and so on based on a combination of behavioral and demographic scores? Any best practices or suggestions would be appreciated.

Thanks.

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Best answer by David_Gaible

Hi ayca Yuksel​ - what do you currently use Lead Status for? In the Marketo instances I've managed, Lead Status was a field that sales reps would update. We'd then use those updates in Marketo to change Lifecycle Statuses. For example, here's my current triggers for updating Lifecycle Status to SAL:

I can't think of any sales-rep updated Lead Status that would have an impact on moving a lead from Known -> Engaged -> MQL, if you're using a standard lead lifecycle.

2 replies

Sara_Greaves
Sara_Greaves
New Participant
November 17, 2016

Hi ayca Yuksel​,

I can see the demographic score and behavioral scores being used in combination to determine MQL status, but I would like more clarity about how you want to use demographic score to determine the other lead stages.

    A
    Anonymous
    November 17, 2016

    Hi Sara, currently I dont use the demo and beha scores for the earlier stages. I'm wondering if I should be? perhaps the answer is just to focus on MQL.

    Sara_Greaves
    Sara_Greaves
    New Participant
    November 17, 2016

    Are known and engaged your two earlier stages? If so, how are you defining people in those stages? When I think of known, I think of a lead that is no longer anonymous because he or she filled out a form, for example. I think of engaged as a stage for leads who are interacting with marketing material, but they aren't qualified. In that sense, I wouldn't use demographic score for those stages. The way we use demographic score is in combination with our behavioral score to determine if a lead should be sent to sales. If a lead has a high demographic score, they can have a lower behavioral score to hit our threshold to send to sales.  Does that help?

      David_Gaible
      David_GaibleAccepted solution
      New Participant
      November 15, 2016

      Hi ayca Yuksel​ - what do you currently use Lead Status for? In the Marketo instances I've managed, Lead Status was a field that sales reps would update. We'd then use those updates in Marketo to change Lifecycle Statuses. For example, here's my current triggers for updating Lifecycle Status to SAL:

      I can't think of any sales-rep updated Lead Status that would have an impact on moving a lead from Known -> Engaged -> MQL, if you're using a standard lead lifecycle.

      A
      Anonymous
      November 15, 2016

      Hi David, thank you for responding.  We currently map our marketing funnel stages to lead status - Known, Engaged, etc... so I'm wondering if I should update those lifecycle stages periodically per lead based on accumulated demographic and behavioral scores?  SAL is for sales-rep to update just as you said.  I'm wondering about the earlier stages?

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