To score a fast tracked lead or not?

[Anonymous]

Our revamped scoring model consists of behavioral and demographic scoring, segmented by critical, important, influencing and negative attributes. Our behavioral model has an additional segment, qualifier, which could be considered "fast track" attributes. My question: should we score "fast track" attributes at the MQL/SQL score thresholds, or are the leads merely sent to sales? Or do you have other suggestions? Our behavioral scoring model is as follows:

Lead Scoring Model			Criteria	Score	Frequency
Behavioral Scoring Model
	Qualifier: 50/100 points
		Attends 1-on-1 Meeting		+100	Every time
		Requests a call		+100	Every time
		Fills Out Content Request Form		+50	Every time
	Critical: 25 points
		Attends Breakout Session		+25	Every time
		Views high profile content	Investor Presentation	+25	Every time
		Views high profile webpage	Investor Releations	+25	Every time
	Important: 15 points
		Views 3+ webpages in one day		+15	Every time
		Listens to Webinar Recording		+15	Every time
		Views mid profile content	Investor Fact Sheet, Newsletter, White Paper, Press Release	+15	Every time
		Attends Earnings Call		+15	Every time
		Views high profile webpage	Investor Releations	+15	Weekly
	Influencing: 5 points
		Attends 2+ Webinars		+5	Every 4 months
		Listens to Earnings Call Recording		+5	Every time
		Views 3+ webpages in one week		+5	Weekly
		Opens Email		+5	Every time
		Views any webpage		+5	Every time
		Clicks Email		+5	Every time
	Negative
		Unsubscribed		-75	Every time
		Score < 50, Inactivity for 3 months		-15	Every 3 months
		Score > 50, Inactivity for 3 months		-30	Every 3 months
		Score > 100, Inactivity for 3 months		-50	Every 3 months

[Kim_Allen]

Hey Amber,

I'd meet with your inside sales manager or someone in sales that has a leadership role (and if they like marketing that helps) and discuss if those "fast track" leads really are good MQLs for them.

In my previous company, the sales team was very cooperative and we decided on certain criteria (mostly from events and some combinations in wbrs) that would make a lead a "hot lead". I had these leads auto +100 which made them MQLs and assigned out to the team.

It all depends on your scoring and buying models.

Kim