Behavioral-Based Lead Not every lead is ready—or even worthy—of your time. That’s where behavioral lead scoring comes into play. This workflow automatically evaluates each lead’s intent and potential by tracking the actions they take across your digital touchpoints.
By assigning weighted scores to those actions, you can segment your contacts into “hot,” “warm,” or “cold” groups and tailor your marketing accordingly. Think smarter, not harder.
Step-by-Step Breakdown:
Define Key Behaviors That Indicate Interest Behavioral-Based Lead
Start by deciding what actions reflect meaningful intent. Examples include:
- Visiting your pricing page
- Downloading multiple resources
- Watching a full webinar
- Opening and clicking through phone number library multiple emails
- Returning to your site several times in one week
These behaviors deserve more points than, say, just opening one newsletter.
2. Assign a Scoring System Behavioral-Based Lead
Create a lead scoring model. Here’s a simple example:
| Action | Points |
|---|---|
| Opened an email | +1 |
| Clicked a link in an email | +3 |
| Visited the pricing page | +5 |
| Downloaded a resource | +7 |
| Requested a demo/contacted sales | +10 |
| Didn’t open any emails for 2 weeks | -5 |
Make sure to deduct points for inactivity over time, so your sales team doesn’t chase ghosts.
3. Automate Score Tracking Behavioral-Based Lead
Using marketing automation tools, set up email verification tools to use this year rules to automatically add or subtract points as users interact with your emails, website, or offers. Tools like HubSpot, Salesforce, and Marketo can do this beautifully.
You can also notify your sales team once a lead crosses a set threshold, like 40 points—this is your cue that the lead is likely ready for direct outreach.
4. Segment Leads Based on Score
Once scores are in place, sort leads into categories like:
- Hot (35+): Route to sales or send high-intent CTAs.
- Warm (20–34): Keep nurturing with valuable content.
- Cold (<20): Send occasional re-engagement emails or special offers.
This saves time and increases efficiency across your team.
5. Adapt and Optimize
Lead scoring is not “set it and forget it.” Analyze the conversion data to see which actions really correlate with revenue. Adjust point values and thresholds every few months.
Tools to Power It:
- CRM & Automation Platforms: HubSpot, Salesforce, Marketo
- Analytics: Google Analytics, Mixpanel, Heap
- Email Engagement Tools: ActiveCampaign, Mailchimp, Brevo
Real-World Use Case:
An EdTech platform offering career courses b2b reviews implemented a lead scoring model where viewing the curriculum and requesting financial aid were high-value actions. By notifying their counselors when a lead hit a score of 50, they increased course enrollments by 40% in just eight weeks—without any additional ad spend.