Episode 5

Why Lead Scoring Doesn’t Work and What to do Instead


Dan Stillgoe

Dan Stillgoe

Marketing Manager

Phil Vallender

Phil Vallender


Episode summary

Many B2B marketing teams are frustrated with the outcomes of lead scoring, which promises higher lead-to-customer conversion rates but fails to deliver, causing them to manipulate their own systems and render them useless.

But why doesn’t lead scoring work so much of the time?

In this episode, we address why lead scoring frequently fails and provide alternative marketing strategies that are aligned with modern buyer behaviour. 

Key takeaways:

  • Why lead scoring doesn’t work (with studies) 
  • The difference between your leads and buyers 
  • What you should do instead of lead scoring 

Ready to move beyond lead scoring and adopt a strategy that converts today’s buyers?