Guides

3. IMPLEMENT OR UPDATE A LEAD SCORING SYSTEM If you have a lead scoring model in place, take some time to review the positive and negative triggers to make sure they align with your current marketing and sales ecosystem. Does your team still use lead scoring rules in their sales and marketing process? Do the associated triggers need to be updated or removed? Do you find that you need to override the automated scoring often? If you do not already have one. Lead scoring models can be as simple or complex as your organization requires, and even a simple model is a huge benefit to your sales and marketing teams. CONSIDERATIONS: X Do positive and negative triggers align with your current strategy? X Is your team using lead scoring rules in sales and marketing processes? X Do the associated triggers need to be updated or removed? X Do you find that you need to override the automated scoring system often? 4. MAKE SURE YOUR SYSTEMS ARE INTEGRATED PROPERLY Improperly integrated systems can be a huge strain on your organization. Missing data, disconnected data, incorrect data, and manual intervention are all symptoms of a disconnected system. Visibility into your entire tech stack is foundational for sales and marketing success. Review your tech ecosystem to see if there are sync errors, field-mapping issues, or reporting gaps. Knowing what you don't know will provide a roadmap of what work to do for the rest of the quarter (or year). SYMPTOMS OF A DISCONNECTED SYSTEM ITEMS TO REVIEW X Missing data X Incorrect data X Manual intervention X Sync Errors X Field Mapping Issues X Reporting Gaps 5. CLEAN DATA CLOSES MORE DEALS Your CRM is the heart of your organization's success. Do you trust the data in your CRM to provide your organization with a clear idea of what works, what doesn't, and what is missing? Can you see where your leads are coming from, and what is contributing to closed deals? If not, it's time for some spring data cleaning. Here are some ways to clear out the clutter and ensure your team is working on the right prospects. REVIEW YOUR DATA: X Cleansing X Normalization X Appending X Segmentation X Deduplication BDO Digital, LLC is a Delaware limited liability company, and a wholly-owned subsidiary of BDO USA, LLP. BDO USA, LLP, a Delaware limited liability partnership, is the U.S. member of BDO International Limited, a UK company limited by guarantee, and forms part of the international BDO network of independent member firms. BDO is the brand name for the BDO network and for each of the BDO Member Firms. For more information on BDO Digital, LLC please visit: www.bdo.com/digital. Material discussed is meant to provide general information and should not be acted on without professional advice tailored to your needs. © 2022 BDO USA, LLP. All rights reserved. www.bdo.com HAVE QUESTIONS OR WANT TO LEARN MORE? CONTACT US!

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