Sales ignores the leads marketing sends

What it is

Scoring tuned for a buying process that has since changed

Almost always a model that awards points for behaviour which no longer indicates intent. The top-scoring prospects accumulate value from activity two or three years old, so the list sales receives is ordered by history rather than readiness. Adding rules makes it worse; the model has to be back-tested against deals that actually closed.

Confirm it yourself

How do you confirm this yourself?

Export your top 50 scoring prospects. Count how many have had any activity in the last 60 days. Under half means the model is measuring the past.

You have this if under half of the top fifty show recent activity. If your org comes back the other side of that line, this is not your problem, and nothing on this page is worth buying to you. Finding that out costs nothing and takes ten minutes.

If the check confirms it

Scoring rebuild, back-tested against closed-won

Fixed price on a written scope, 45 hours at fifty euro an hour, about 2 weeks elapsed. Documentation and sixty days of support after handover are in the price rather than an addition.

€2,250 · 45 hours · 2 weeks

When it is bigger than a repair

When is this the org rather than one fault?

This one travels with records going missing more often than with anything else: a model cannot rank prospects it never received. If more than two of the six match at once, the pattern is usually one org that was never configured for how the company sells now, rather than several separate faults. That is an implementation, not a repair, and it is priced the same way: hours multiplied by fifty.

Asked often enough to answer here

Questions