Ep 77: Is Your Lead Scoring System Sabotaging Good Deals?
Jay Feitlinger and Sarah Shepard take on a tool that nearly every b2b marketing strategy leans on and ask whether it's built to help or to hurt. Lead scoring promises to sort hot prospects from cold ones, but Jay shares a real story in which a negative score almost buried a lead that turned into a multi-million-dollar opportunity. They break down what strong sales pipeline management actually requires, why revenue operations teams tend to over-engineer their scoring models, and how mid-market sales teams can use sales enablement principles to build a system that helps instead of misleads.
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The skinny
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