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Cumulative vs Normalized Lead Scoring Strategies

Question asked by Shari Horton on Aug 19, 2015
Latest reply on Nov 5, 2015 by Shari Horton

We have been using a normalized lead scoring system whereby changes in scorable data values initiative the lead to run through the set of scoring campaigns.   It has a lot of pluses, but a major downside is that it creates loads of scoring entries into the activity record making it complicated for someone to easily understand why a lead scored a certain way.  I have been thinking about moving to more of a cumulative model.  Wondering if anyone else has thought through this topic?  Are there pluses and minuses with respect to Sales Insight, Revenue Cycle Analytics, or other items we should consider before changing?