{"id":4418,"date":"2022-05-31T06:17:43","date_gmt":"2022-05-31T06:17:43","guid":{"rendered":"https:\/\/botsify.com\/blog\/?p=4418"},"modified":"2024-12-30T10:18:48","modified_gmt":"2024-12-30T10:18:48","slug":"use-ai-for-lead-scoring","status":"publish","type":"post","link":"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/","title":{"rendered":"How to use AI for lead scoring: Improve your sales efficiency"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">It&#8217;s no secret that <\/span><span style=\"font-weight: 400;\">AI and machine learning<\/span><span style=\"font-weight: 400;\"> are being used in a lot of different industries. Advancements in AI technology are changing the way businesses operate from fitness AI to lead scoring. But what you may not know is that AI can also be used to beef up your lead scoring system.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">As businesses strive to become more data-driven, AI-powered lead scoring has become an essential part of the <\/span><a href=\"https:\/\/botsify.com\/blog\/ai-in-marketing-14-ways\/\"><span style=\"font-weight: 400;\">marketing mix<\/span><\/a><span style=\"font-weight: 400;\">. By automating the process of sorting and prioritizing leads, a lead scoring system can help sales teams focus on the most promising opportunities.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Before adding an AI to your lead scoring system, you&#8217;ll need to know exactly <\/span><span style=\"font-weight: 400;\">what lead scoring is<\/span><span style=\"font-weight: 400;\"> in sales. In this article, we will discuss how AI can be used for lead scoring and some of the advantages it has over traditional methods. We&#8217;ll also give you some tips on how to boost your AI lead scoring results!<\/span><\/p>\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_69_1 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title ez-toc-toggle\" style=\"cursor:pointer\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #fee22e;color:#fee22e\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #fee22e;color:#fee22e\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 eztoc-toggle-hide-by-default' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#How_AI_for_a_Lead_Scoring_System_Helps_Businesses\" title=\"How AI for a Lead Scoring System Helps Businesses\">How AI for a Lead Scoring System Helps Businesses<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#AI_Uses_Machine_Learning_to_Get_Better_Results\" title=\"AI Uses Machine Learning to Get Better Results\">AI Uses Machine Learning to Get Better Results<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#What_is_machine_learning\" title=\"What is machine learning?\">What is machine learning?<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#How_does_machine_learning_help_with_lead_scoring\" title=\"How does machine learning help with lead scoring?\">How does machine learning help with lead scoring?<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#How_AI_Lead_Scoring_Differs_From_Traditional_Lead_Scoring\" title=\"How AI Lead Scoring Differs From Traditional Lead Scoring\">How AI Lead Scoring Differs From Traditional Lead Scoring<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#Advantages_of_AI_Lead_Scoring\" title=\"Advantages of AI Lead Scoring\">Advantages of AI Lead Scoring<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-7\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#AI_helps_with_sales_decisions\" title=\"AI helps with sales decisions\">AI helps with sales decisions<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-8\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#Disadvantages_of_AI_Lead_Scoring\" title=\"Disadvantages of AI Lead Scoring\">Disadvantages of AI Lead Scoring<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-9\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#What_Kind_of_Data_Does_AI_Lead_Scoring_Use\" title=\"What Kind of Data Does AI Lead Scoring Use?\">What Kind of Data Does AI Lead Scoring Use?<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-10\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#Implicit_data\" title=\"Implicit data\">Implicit data<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-11\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#Explicit_data\" title=\"Explicit data\">Explicit data<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-12\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#Setting_Up_A_Lead_Scoring_Model\" title=\"Setting Up A Lead Scoring Model\">Setting Up A Lead Scoring Model<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-13\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#Target_customer_profile\" title=\"Target customer profile\">Target customer profile<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-14\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#Data_sources\" title=\"Data sources\">Data sources<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-15\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#Determine_the_score_values\" title=\"Determine the score values\">Determine the score values<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-16\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#Monitor_your_results\" title=\"Monitor your results\">Monitor your results<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-17\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#Create_a_score_threshold\" title=\"Create a score threshold\">Create a score threshold<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-18\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#Train_the_AI_model\" title=\"Train the AI model\">Train the AI model<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-19\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#Tips_to_Boost_Your_AI_Lead_Scoring\" title=\"Tips to Boost Your AI Lead Scoring\">Tips to Boost Your AI Lead Scoring<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-20\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#Capture_as_much_sales_activity_as_possible\" title=\"Capture as much sales activity as possible\">Capture as much sales activity as possible<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-21\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#Compare_sales_performance_against_the_average_results\" title=\"Compare sales performance against the average results\">Compare sales performance against the average results<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-22\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#Continue_to_monitor_the_data_for_changing_trends\" title=\"Continue to monitor the data for changing trends\">Continue to monitor the data for changing trends<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-23\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#Let_the_sales_team_access_the_AI\" title=\"Let the sales team access the AI\">Let the sales team access the AI<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-24\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#Routinely_clean_your_data\" title=\"Routinely clean your data\">Routinely clean your data<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-25\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/#Conclusion\" title=\"Conclusion\">Conclusion<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"How_AI_for_a_Lead_Scoring_System_Helps_Businesses\"><\/span><b>How AI for a Lead Scoring System Helps Businesses<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">AI lead scoring is a process that uses machine learning algorithms to sort and prioritize leads. By <\/span><a href=\"https:\/\/blog.pics.io\/use-pics-ios-analytics-reporting-to-control-your-team-workflow-f649eab33c69\/\" rel=\"nofollow\"><span style=\"font-weight: 400;\">analyzing data<\/span><\/a><span style=\"font-weight: 400;\"> points about each lead, such as their behavior on your website or the type of content they engage with, AI can provide valuable insights about which leads are most likely to convert.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This information can be used to create a score for each lead, which can then be used to prioritize follow-up actions. For example, a sales team may choose to focus their efforts on leads with a high score, while leads with a low score may be contacted less frequently or not at all.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">By scoring leads, businesses can ensure that their <\/span><span style=\"font-weight: 400;\">marketing and sales efforts<\/span><span style=\"font-weight: 400;\"> are being focused in the right areas. A lot of money can be wasted chasing leads that aren&#8217;t going to convert. Predictive lead scoring helps the sales team by providing them with qualified prospects that are more likely to do business with them.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In addition to saving time by <\/span><a href=\"https:\/\/hive.com\/blog\/automate-tasks\/\" rel=\"nofollow\"><span style=\"font-weight: 400;\">automating tasks<\/span><\/a><span style=\"font-weight: 400;\"> within the lead scoring process, AI can also provide more accurate results than traditional methods. This is because AI takes into account a more significant number of data points and can identify patterns that humans are likely to miss.<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"AI_Uses_Machine_Learning_to_Get_Better_Results\"><\/span><b>AI Uses Machine Learning to Get Better Results<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<h3><span class=\"ez-toc-section\" id=\"What_is_machine_learning\"><\/span><b>What is machine learning?<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Machine learning is a process whereby a computer system &#8220;learns&#8221; how to do something without being explicitly programmed. This can be done by exposing the system to a large amount of data and allowing it to identify patterns.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">There are a variety of purposes that machine learning can be used for, such as making predictions or classifying objects. In the context of lead scoring, machine learning can be used to improve the accuracy of the scores generated by AI.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"How_does_machine_learning_help_with_lead_scoring\"><\/span><b>How does machine learning help with lead scoring?<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><a href=\"https:\/\/www.sas.com\/en_us\/insights\/analytics\/machine-learning.html\" rel=\"nofollow\"><span style=\"font-weight: 400;\">Machine learning<\/span><\/a><span style=\"font-weight: 400;\"> can help with lead scoring in two ways: first, it can be used to improve the accuracy of the scores generated by AI. Second, it can &#8220;teach&#8221; AI how to score leads.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To improve the accuracy of AI-generated scores, machine learning can be used to identify patterns in data that are not easily detected by humans.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">For example, a lead who regularly visits your website during work hours and reads articles about your product is likely to be further along in the buying process than a lead who only visited your site once. AI can take into account these types of behaviors to provide a more accurate score.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Machine learning is how an AI for a lead scoring system learns and gets better over time. AI is constantly being exposed to new data. It uses this data to improve the accuracy of its predictions.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">At the start, the AI system has a large amount of data that has been manually scored by humans. The AI system will then use this data to learn how to generate scores that are similar to those created by humans.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">As more data is fed into the system, the AI will continue to learn and improve its ability to generate accurate scores.<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"How_AI_Lead_Scoring_Differs_From_Traditional_Lead_Scoring\"><\/span><b>How AI Lead Scoring Differs From Traditional Lead Scoring<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Now that we&#8217;ve discussed how AI for a lead scoring system works and some of its advantages, let&#8217;s take a look at the two main types of lead scoring: traditional and predictive.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Traditional lead scoring is a type of lead scoring that&#8217;s been used in marketing and sales teams around the world for a long time. In traditional lead scoring, all leads will start at zero points. They&#8217;ll only be assigned points based on the actions they take when engaging with your business.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Points may be earned for things like signing up for your company&#8217;s newsletter, filling out a <\/span><a href=\"https:\/\/www.regpacks.com\/blog\/event-registration-form\/\" rel=\"nofollow\"><span style=\"font-weight: 400;\">form<\/span><\/a><span style=\"font-weight: 400;\">, <\/span><span style=\"font-weight: 400;\">engaging with you on social media<\/span><span style=\"font-weight: 400;\">, or downloading an ebook. A member of the sales team will then add up the points and determine if the lead is strong or not. Those deemed good enough will be contacted.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">AI for a lead scoring system is a newer type of lead scoring that uses AI to analyze data points and predict which leads are most likely to convert. This method draws from a much more comprehensive range of data points than traditional lead scoring, such as website behavior, <\/span><a href=\"https:\/\/gettalkative.com\/info\/improve-customer-experience-with-social-media\" rel=\"nofollow\"><span style=\"font-weight: 400;\">social media engagement<\/span><\/a><span style=\"font-weight: 400;\">, demographic information, and more.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Due to the lower risk of human error, AI lead scoring provides more accurate and reliable results. It&#8217;s also a lot faster than traditional lead scoring, as it doesn&#8217;t require manual input from sales teams.<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Advantages_of_AI_Lead_Scoring\"><\/span><b>Advantages of AI Lead Scoring<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Businesses are better off using AI lead scoring because having adequate data is critical in today&#8217;s business world. Using AI for a lead scoring system is more accurate than traditional lead scoring, and it also saves time. By <\/span><a href=\"https:\/\/botsify.com\/blog\/accelerate-sales-through-automation\/\" rel=\"nofollow\"><span style=\"font-weight: 400;\">using AI and automation<\/span><\/a><span style=\"font-weight: 400;\">, sales teams don\u2019t have to waste time qualifying leads manually.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In a matter of seconds, an AI system can scour multiple different data points such as device type, time spent on the page, number of clicks, social media interactions, and more to give you a complete picture of each lead.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This information can then be used to create an AI-powered score for each lead. The AI system will also be able to automatically update the score as new information is gathered, ensuring that your sales team always has the most up-to-date information.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Machine learning is also constantly improving the AI lead scoring process. As more data is gathered, the AI system will be able to identify new patterns and refine its predictions.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">A constantly improving lead scoring model is beneficial for capturing time-sensitive strong leads. For example, if you&#8217;re selling a new product that&#8217;s in high demand, AI lead scoring can help you prioritize the hottest leads so that your sales team can follow up with them immediately.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"AI_helps_with_sales_decisions\"><\/span><b>AI helps with sales decisions<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Your salespeople will always have a number of key sales decision moments \u2014 points where they can make a decision that will either move them closer to a sale or disqualify a lead. Knowing what these moments are is essential to a successful sales process. AI can help you find them.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Thanks to AI, you can now track the behavior of your leads in detail and identify the decision moments that your sales team needs to focus on. AI can provide valuable insights into the conduct of leads, including:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">What activities are most likely to lead to a sale<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">What offers are most likely to result in a conversion<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">When is the best time to contact a lead<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">What&#8217;s the best way to follow up with a lead<\/span><\/li>\n<\/ul>\n<p>By leveraging the power of lead scoring software and understanding the decision moments that your sales team needs to focus on, you can effectively optimize your <a href=\"https:\/\/breadcrumbs.io\/\">lead scoring system<\/a> and utilize AI capabilities to enhance customer engagement, ultimately leading to closing more deals.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Disadvantages_of_AI_Lead_Scoring\"><\/span><b>Disadvantages of AI Lead Scoring<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">There genuinely aren&#8217;t many downsides to AI lead scoring. However, one potential drawback is that AI systems require a lot of data to function correctly. If you don&#8217;t have enough data, the AI system won&#8217;t be able to make accurate predictions.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Machine learning algorithms haven&#8217;t been in use for that long in lead scoring. The more data an AI can learn from, the more effective it will be in predicting solid leads. To get the maximum benefit of AI lead scoring, they need to be able to pull data from thousands of data points.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Another potential drawback of AI lead scoring is that it can be challenging to set up and manage. AI systems are complex, and they require some level of expertise to be programmed correctly. Therefore, you can expect to spend some time and money on AI lead scoring setup and management.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Overall, AI lead scoring is a powerful tool that can help businesses close more deals and improve their <a href=\"https:\/\/www.breakcold.com\/tools\/sales-pipeline-template\">sales pipeline<\/a>. While there are some potential drawbacks, the advantages far outweigh them.<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"What_Kind_of_Data_Does_AI_Lead_Scoring_Use\"><\/span><b>What Kind of Data Does AI Lead Scoring Use?<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">AI lead scoring models are trained using data about your past customers. This data can come from a variety of sources, such as your website analytics, <\/span><span style=\"font-weight: 400;\">CRM system<\/span><span style=\"font-weight: 400;\">, or <\/span><a href=\"https:\/\/codeless.co\/marketing-automation-tools\/\" rel=\"nofollow\"><span style=\"font-weight: 400;\">marketing automation platform<\/span><\/a><span style=\"font-weight: 400;\">.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The more data you have about your leads, the better AI will be able to score them. However, AI lead scoring can still be effective even with limited data.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">One of the benefits of AI is that it can learn and improve over time. As more data is collected, the AI model will become more accurate at predicting which leads are most likely to convert.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Implicit_data\"><\/span><b>Implicit data<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Implicit data is data that is not proactively shared by the customer. It can be inferred from a person&#8217;s actions or from the data they provide. AI lead scoring can use implicit data to get a more accurate understanding of a lead&#8217;s buying potential.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here are some examples of implicit data that AI can use for predictive lead scoring:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Social media activity:<\/b><span style=\"font-weight: 400;\"> A lead&#8217;s social media activity can provide insights into their interests and what they care about. AI can use this information to determine if they are likely to be interested in your product.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Engagement with content:<\/b><span style=\"font-weight: 400;\"> AI can analyze a lead&#8217;s engagement with your content to determine their level of interest.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Online behavior:<\/b><span style=\"font-weight: 400;\"> AI can track a lead&#8217;s online behavior to understand their interests.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Lead source:<\/b><span style=\"font-weight: 400;\"> The source of a lead can also be used to score them. AI may give a higher score to leads that come from your website than leads that come from a third-party site.<\/span><\/li>\n<\/ul>\n<h3><span class=\"ez-toc-section\" id=\"Explicit_data\"><\/span><b>Explicit data<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Explicit data is explicitly provided by the customer, such as their name, contact information, or company size. AI can use explicit data to score leads, but it is often more effective when combined with implicit data.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here are some examples of explicit data that is willingly given by a potential customer:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Contact information:<\/b><span style=\"font-weight: 400;\"> A lead&#8217;s contact information can be used to score them. AI may provide a higher score to leads with complete contact information than leads with partial information.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Company size:<\/b><span style=\"font-weight: 400;\"> AI may give a higher score to large companies than leads from small companies. This is because large companies are usually more likely to have a budget for your product.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Location:<\/b><span style=\"font-weight: 400;\"> AI may give a higher score to leads from specific locations. For example, if you sell products that are only available in the United States, AI will assign a higher score to leads from the United States than leads from other countries.<\/span><\/li>\n<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"Setting_Up_A_Lead_Scoring_Model\"><\/span><b>Setting Up A Lead Scoring Model<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">There&#8217;s no standard lead scoring model because every business is unique and will value different data points. For example, a luxury real estate agent will be targeting wealthy individuals, while a non-profit organization will be looking for people with an interest in their cause.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The best way to set up a lead scoring model is to start with the data you have available. AI can use any type of data to score leads, so you should include as much data as possible in your lead scoring model.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Target_customer_profile\"><\/span><b>Target customer profile<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The first step is to create a target <\/span><a href=\"https:\/\/fitsmallbusiness.com\/customer-profile-template-examples\/\" rel=\"nofollow\"><span style=\"font-weight: 400;\">customer profile<\/span><\/a><span style=\"font-weight: 400;\">. This will help you identify the characteristics of your ideal customer. You may already have an idea of who your target customer is, but it&#8217;s important to create a profile so you can score leads objectively.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Some of the information you&#8217;ll want to include in your target customer profile is:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Demographic information: age, gender, location<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Psychographic information: interests, lifestyle, values<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Firmographic information: company size, industry, job title<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Behavioral information: buying history, online behavior<\/span><\/li>\n<\/ul>\n<h3><span class=\"ez-toc-section\" id=\"Data_sources\"><\/span><b>Data sources<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The next step is to identify the data sources you&#8217;ll use to score leads. AI can use any type of data, so you should include as many data sources as possible. Some common data sources for lead scoring are:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Website activity: AI can track a <\/span><a href=\"https:\/\/www.softwareguide.com.au\/accelerate-your-website-leads\/\" rel=\"nofollow\"><span style=\"font-weight: 400;\">lead&#8217;s activity on your website<\/span><\/a><span style=\"font-weight: 400;\">, such as the pages they&#8217;ve visited and the forms they&#8217;ve filled out.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Engagement with content: AI can track a lead&#8217;s <\/span><a href=\"https:\/\/referralrock.com\/blog\/interactive-content\/\" rel=\"nofollow\"><span style=\"font-weight: 400;\">engagement with your content<\/span><\/a><span style=\"font-weight: 400;\">, such as whether they&#8217;ve opened your emails or downloaded your white papers.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Social media activity: AI can track a lead&#8217;s social media activity, such as their tweets, retweets, and likes.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><span style=\"font-weight: 400;\">Lead source: AI can identify where a lead came from, such as your website, a third-party site, or a trade show.<\/span><\/li>\n<\/ul>\n<h3><span class=\"ez-toc-section\" id=\"Determine_the_score_values\"><\/span><b>Determine the score values<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Once you&#8217;ve identified the data sources you&#8217;ll use to score leads, you need to determine the score values. AI uses a numeric system to score leads, with the highest scores indicating the most qualified leads.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The best way to determine score values is to start with a <a href=\"https:\/\/breadcrumbs.io\/blog\/lead-scoring-100-point-rule-is-wrong\/\">scale of 0-100<\/a>. Then, assign points based on how important each data point is. For example, if website activity is very important, you may give leads a score of 20 points for every page they visit.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you&#8217;re not sure how to assign points, you can always experiment and adjust the values as needed. The most important thing is to be consistent in how you score leads.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Monitor_your_results\"><\/span><b>Monitor your results<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Once you&#8217;ve set up your lead scoring model, it&#8217;s essential to monitor your results. AI is constantly learning and evolving, so your lead scoring model will need to be updated on a regular basis.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You should also continue to monitor the data for changing trends. For example, if you notice that leads from a certain location are no longer converting at the same rate, you may need to adjust your lead scoring model.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The best way to monitor your lead scoring model is to <\/span><a href=\"https:\/\/www.automationninjas.com\/blog\/how-to-set-up-lead-scoring\/\" rel=\"nofollow\"><span style=\"font-weight: 400;\">set up a dashboard in your CRM<\/span><\/a><span style=\"font-weight: 400;\"> that displays your results. This will help you quickly identify any changes that need to be made.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Create_a_score_threshold\"><\/span><b>Create a score threshold<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Once you&#8217;ve set up your lead scoring model, you need to create a score threshold. This is the minimum score that a lead needs to reach in order to be considered qualified.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The best way to determine a score threshold is to experiment and see what works best for your business. You can start with a low threshold and then increase it as needed. It&#8217;s better to avoid placing a high threshold earlier on as you may inadvertently miss good leads.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Train_the_AI_model\"><\/span><b>Train the AI model<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">After you&#8217;ve set up your lead scoring model, the next step is to train the AI. This involves feeding the AI with data so that it can learn how to score leads.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">There are a few different ways to train the AI, but the most common is to use a training dataset. This is a dataset that contains both lead information and conversion data.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The AI will use this data to learn how to score leads. Follow this process to train your AI model:<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Collect data:<\/b><span style=\"font-weight: 400;\"> The first step is to collect data about your past customers. You can pull this data from a number of sources, including the analytics for your website or the platforms you use for customer management and marketing.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Clean and prepare the data:<\/b><span style=\"font-weight: 400;\"> Once you have collected the data, you need to clean it and prepare it for use in the AI model. This includes removing any invalid or duplicate entries.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Split the data into training and testing sets:<\/b><span style=\"font-weight: 400;\"> Next, you need to split the data into two sets: a training set and a testing set. The training set will be used to train the AI model, while the testing set will be used to validate the accuracy of the AI model.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Train the AI model:<\/b><span style=\"font-weight: 400;\"> The next step is to train the AI model using the training data. This step will vary depending on which AI platform you&#8217;re using. Refer to the instructions for the proper process.<\/span><\/li>\n<li style=\"font-weight: 400;\" aria-level=\"1\"><b>Evaluate the AI model:<\/b><span style=\"font-weight: 400;\"> After the AI model has been trained, you need to evaluate its performance using the testing data. This will give you an idea of how accurate the AI model is at predicting which leads are most likely to convert.<\/span><\/li>\n<\/ul>\n<h2><span class=\"ez-toc-section\" id=\"Tips_to_Boost_Your_AI_Lead_Scoring\"><\/span><b>Tips to Boost Your AI Lead Scoring<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Lead scoring will never stop being necessary to the sales process. As your business grows, you&#8217;ll need to find new and innovative ways to score leads. AI can help you to do just that.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Thanks to machine learning, your AI lead scoring system will continue to be honed and refined. This will give you the best possible predictive score for every lead. However, that doesn&#8217;t mean you should be complacent. There are always ways to further improve your lead scoring system.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Here are a few tips to help you boost your AI lead scoring:<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Capture_as_much_sales_activity_as_possible\"><\/span><b>Capture as much sales activity as possible<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">It&#8217;s worth underlining how important having a comprehensive sales dataset is for an AI lead scoring system. The AI needs data to learn from, and the more data you have, the better.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Make sure you&#8217;re capturing as much sales activity as possible \u2014 as close to 100% of the available data as possible, even if it racks up the man-hours to compile. In the long run, doing this will save you a ton of time because it will help the AI hand you more qualified leads.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Compare_sales_performance_against_the_average_results\"><\/span><b>Compare sales performance against the average results<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The intent is for an AI lead scoring system to filter out bad leads so that your sales team can focus only on those more likely to convert. If the system is working the way it should, the number of conversions should start to increase.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To help you understand how well your AI is performing, compare your sales performance against the average results. If you&#8217;re finding that your close rate is significantly lower than the average, it&#8217;s a good indication that your AI needs some fine-tuning.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Continue_to_monitor_the_data_for_changing_trends\"><\/span><b>Continue to monitor the data for changing trends<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Even if your AI lead scoring system is working well, it&#8217;s important to continue to monitor the data for changing trends. The sales process is constantly evolving, and what works today may not work tomorrow.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">By monitoring the data, you can make sure that your AI lead scoring system is always up-to-date and accurate.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Let_the_sales_team_access_the_AI\"><\/span><b>Let the sales team access the AI<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">The sales team is the ultimate user of the AI lead scoring system, so it&#8217;s important to let them have access to it. This way, they can see how leads are being scored and <\/span><a href=\"https:\/\/feedier.com\/blog\/managers-employee-satisfaction\/\" rel=\"nofollow\"><span style=\"font-weight: 400;\">provide feedback<\/span><\/a><span style=\"font-weight: 400;\"> to help improve the accuracy of the AI model.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">The AI system can also help the sales team in their decision-making while they&#8217;re pursuing customers. AI can provide valuable next-step suggestions that the sales team can use to their advantage.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">By giving the sales team access to the AI, you&#8217;re sure to get the most out of your AI lead scoring system.<\/span><\/p>\n<h3><span class=\"ez-toc-section\" id=\"Routinely_clean_your_data\"><\/span><b>Routinely clean your data<\/b><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Cleaning your data is an ongoing task, but it&#8217;s one that&#8217;s well worth the effort. Leads change over time, and so do their scores. By keeping your data clean, you can be sure that your AI is always working with the most up-to-date information.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This will help ensure that your AI lead scoring system is as accurate as possible. If your data isn&#8217;t cleaned every quarter or more, the data will start to become stale, and the AI will be basing its predictions on outdated information.<\/span><\/p>\n<h2><span class=\"ez-toc-section\" id=\"Conclusion\"><\/span><b>Conclusion<\/b><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">AI lead scoring is a powerful tool that can help businesses improve their sales process. By using AI, companies can score leads more accurately and save time in the sales process.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">If you&#8217;re not using AI for your lead scoring system, now is the time to start. Thanks to machine learning, AI systems are only getting better and more accurate. Investing in an AI lead scoring system is an investment that will pay off for years to come.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>It&#8217;s no secret that AI and machine learning are being used in a lot of different industries. Advancements in AI technology are changing the way &hellip;<\/p>\n<p class=\"read-more\"> <a class=\"\" href=\"https:\/\/botsify.com\/blog\/use-ai-for-lead-scoring\/\"> <span class=\"screen-reader-text\">How to use AI for lead scoring: Improve your sales efficiency<\/span> Read More \u00bb<\/a><\/p>\n","protected":false},"author":5,"featured_media":4420,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[73],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.9 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to use AI for lead scoring: Improve your sales efficiency<\/title>\n<meta name=\"description\" content=\"Boost sales with AI-powered lead scoring system. 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