Sales email engagement in lead scoring model

[Saavy]

Hi Marketo Experts,

Is it a good idea to include engagements from sales insights emails in scoring model ? it should be considered as separate. I believe it should be given a higher score then normal marketing communication since sales is already engaging with prospects

[Jo_Pitts1]

@Saavy ,

I tend to score on lots of different things.  Sales activity is definitely one of them.

The key here is to use multiple score fields.  Don't combine them (until you actually want to).

In your situation you might end up with fields like:

1. Sales Activity Score
2. Demographic Score
3. Digital Activity Score
4. Lead Score (combination of all scores)

Cheers

Jo

[Phillip_Wild]

My take would be - if you are handing over to Sales at the point where Sales Insight is used (and there is no further marketing involvement until the deal is won/lost) then you don't need to score it. Sales will take it from there and qualify themselves.

However, if Sales are talking to prospects at the same time as marketing might be going out, then you will need those engagements to be quantified to ensure the right content goes out.