Four ways to keep your lead scoring model updated and relevant are: 1) Allow input from sales by letting sales recycle leads back to marketing and enter their own scores to compare with marketing's scores. 2) Track scores at inflection points like the average scores of opportunities that became deals. 3) Review the lead scoring model every quarter and make updates based on sales feedback, traits of new customers, and changes in the market. 4) Test new things like predictive models and track score changes.

1. Four Ways to Keep Your Lead
Scoring Updated and Relevant
- Lead Scoring for Smart People part 6 –

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3. Lead scoring definition
Types of lead scoring
Factors to consider when implementing
Three lead scoring models
Previously…

4. 4 ways to keep your lead scoring model
updated and relevant
In this presentation…

5. I. Allow Input from Sales

6. Let Sales recycle leads back to Marketing

7. Let Sales enter their own score

8. Compare scores

9. II. Track scores at inflections
points

10. Look at average scores of opportunities
which became deals

11. III. Review every quarter and
make updates

12. Review feedback from Sales

13. Consider traits of new customers

14. Adjust for changes in the market

15. IV. Test new things

16. A predictive model

17. Quick tip: Track scores

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