Adjust Lead Score within Salesforce

[Anonymous]

We have set up lead scoring in Marketo and it passes to the Lead Score field on the Lead and Contact record.  However, we'd like to be able to adjust the score within Salesforce based on criteria that isn't captured in Marketo. ie (placed phone call and there was interest, prior customer, etc).  

Any suggestions on how to do this?  Do others have separate lead scoring models within Salesforce and Marketo?  Can we merge them?  Looking for best practice on this.

Thanks,
Cindy

[Anonymous]

Hi Cindy,

You can definitely incorporate actions that happen in your CRM environment into your Marketo lead scoring model. I would highly recommend that you keep your scoring model in Marketo, so that you have one version of the truth and can manage it all centrally.

Typically, for something like 'placed phone call', a Sales person would log an activity. As long as there is something consistent in the subject of the activity they are logging, you can use the 'Activity Was Logged' trigger and use the subject line 'Contains' Phone Call.

Hope that helps!

[Anonymous]

Thanks Pierce.  So, I would set the trigger in Marketo and once an Activity is created in Salesforce it would update Marketo?  We aren't using Sales Insight, just the standard "lead score' field.   How would we alert sales of a "hot" lead?

Thanks
Cindy