- HubSpot Consulting
- HubSpot Lead Scoring
The Challenge
Dickerson Bakker offers five distinct service lines. However, they were only using HubSpot’s legacy lead-scoring properties to score leads overall, with no differentiation by service line. Plus, the criteria being scored and the weights of the scores weren’t effective. This led to lackluster lead scoring that didn’t mean anything and couldn’t be routed to the specific service rep.
Plus, HubSpot’s lead scoring properties were sunsetting, so they were about to have no lead scoring set up.
The Solution
Forge Apollo set up the new Lead Scoring tool to effectively score Dickerson Bakker’s leads and workflows, routing them to the right team member.
Lead Scores per Service
Forge Apollo created one lead score per service line. Lead scores combined engagement activities, such as email engagement, with fit criteria, such as job titles. All activities and criteria were customized per service line to provide a more accurate score.
Workflows to Send Tailored Notifications
Dickerson Bakker has different reps and team members who handle leads for each service line. We build custom workflows to notify the relevant team members when a lead passes the qualification threshold for that service line.
Ability to Update Over Time
We also trained the Dickerson Bakker team on updating the Lead Scores and workflows so they can refine what makes a lead “qualified” and who receives notifications over time.
The Impact
With lead scoring tailored to each service, Dickerson Bakker can get the right lead to the right rep at the right time.
Optimize Your HubSpot Leads
Are you able to identify qualified leads in HubSpot and follow up with them appropriately? Our HubSpot experts can help you optimize your portal. Reach out today to discuss HubSpot Consulting services.