Your scoring threshold can be any number you like but most tend We’ll want sales to follow up with him right away and Pardot will to opt for 100 as a nice and simple target. automate this whole process for us. This point scoring system is all guesswork and we can’t stress When it comes to custom scoring models don’t forget we can enough that you shouldn’t simply adopt the above scoring reduce points here too! For example, if a lead goes cold and system because of this handbook. Use it to guide you but tailor hasn’t interacted with the brand in over six months, we may want to your own audience, marketing content and sales cycle! to reduce the score by -20. Does Victor get a follow up call based on his score alone - no. Over time, as you collate more data about the actions customers take before they convert, be sure to review and adjust your scoring We’ll also combine this score with Victor’s grade in order to decide model so you can deliver the best quality leads to Sales, at the whether he is worth assigning to the sales team for direct follow up. right time. Good news! Victor is a Finance Director in London so his grade is A+. marmarcloudconsulting.comcloudconsulting.com 1515