Scoring leads based on behavior or purchase history

Purpose

1. Automate scoring leads for audio visual equipment suppliers, using customer interaction history, purchase patterns, email responses, event participation, and web activity to prioritize high-value prospects for targeted marketing automations.

2. Ensure automated, dynamic score updates as new behavioral, transactional, or engagement data enters systems across CRM, email, web, or call channels.

3. Support sales team automators by enabling proactive outreach, nurturing, and offer timing through automated lead status changes driven by the lead’s evolving score.

4. Automatedly segment and route scored leads to relevant sales reps, marketing automators, or service automators for personalized communications and follow-ups.

Trigger Conditions

1. New behavior captured: Website form submitted, demo requested, or webinar attended.

2. Purchase event: Lead places order for AV or electronics products.

3. Email engagement: Opens, clicks, and replies on marketing or sales campaigns.

4. Call activities: Completed, missed, or follow-up scheduled in call system.

5. Social engagement: Follows, mentions, DMs or comments on company profiles.

Platform Variants

1. Salesforce

• Feature: Process Builder / Flow / API – Automate Lead Score calculation and update Lead records based on triggers.
• Sample: Configure process criteria “WHEN Lead Web Activity equals High” THEN Update Lead.Score API.

2. HubSpot

• Feature: Lead Scoring Automation Workflow – Automates incrementation or decrementation of score by action/event.
• Sample: Set workflow to “Increase score by 10 when Product Demo Booked” API.

3. Microsoft Dynamics 365

• Feature: Power Automate Flow – Automator for automatically adjusting Lead Score entity value on behavior change.
• Sample: “On email link click → Update Lead.Score automatable field.”

4. Zoho CRM

• Feature: Workflow Rules / Scoring Rules – Automate updating score per custom behavior/purchase rule.
• Sample: “Add 20 points on First Purchase via Purchase API.”

5. Pipedrive

• Feature: Deal/Lead Score Formula – Automated scripts for recalculating score when relevant fields are updated.
• Sample: Use “Webhook receives new purchase → Update Lead.Score API.”

6. Marketo

• Feature: Smart Campaigns – Automate scoring by configured triggers such as opens, clicks, or events.
• Sample: “Trigger: Email Open, Action: +5 to Behavior Score via Lead Score API.”

7. Mailchimp

• Feature: Contact Rating API – Automated update based on campaigns engaged or products purchased.
• Sample: “Automation: Product Purchased = Set Contact Rating to ★★★★★.”

8. ActiveCampaign

• Feature: Deal Score Automation – Configurable automator using site/email/purchase behavior.
• Sample: “On tag added ‘Webinar Attendee’ → add 15 points via API.”

9. Intercom

• Feature: Inbox Automation API – Automate scoring leads from chat/interaction or visitor behavior.
• Sample: “Event: Books a Meeting → API triggers +25 to Lead Score.”

10. Google Sheets (w/ Apps Script)

• Feature: Apps Script Scheduler – Automated scoring formulas updated on new row/input event.
• Sample: “OnFormSubmit → Script: Add score for ‘Webinar Registrant’.”

11. Klaviyo

• Feature: Event-Triggered Segment Flow – Automator to score contacts after email events or purchases.
• Sample: “Purchase completed → Flow increments profile ‘Score’ property.”

12. Infusionsoft (Keap)

• Feature: Lead Score Automation – Update lead score on email, quote, or call events.
• Sample: “API: On Purchase Tag → Raise score by 20.”

13. Freshsales

• Feature: Workflow Automator – Automated actions to update score based on custom events.
• Sample: “On email reply event → Increment Lead Score field via API.”

14. Copper CRM

• Feature: Workflow Automation – Lead Score field auto-updated per integration triggers.
• Sample: “Automate: Lead Score API +10 on ‘Form Completed’ event.”

15. Sendinblue

• Feature: Contact Attribute Automation – Score leads with web/email interactions.
• Sample: “Web visit tracked → adds points to ‘Lead Score’ attribute via API.”

16. Segment

• Feature: Personas Computed Traits – Automated scoring via custom event mapping.
• Sample: “Computed Trait: Purchases over $1k = Add 30 to score.”

17. Outreach

• Feature: Triggers & Automation API – Update lead quality score with every reply/call event.
• Sample: “Automation: Reply received = Update Score API +5.”

18. Pardot

• Feature: Scoring Rules – Automated adjustment of prospect score with interaction history.
• Sample: “Rule: Email click adds 10 via Scoring API.”

19. Eloqua

• Feature: Lead Score Modeler – Scoring automator triggered by digital interactions.
• Sample: “Behavioral Score increases on ‘Event Attendee’ via Model API.”

20. Insightly

• Feature: Workflow Automation – Automatic recalculation of lead score after activities.
• Sample: “APIs update Score on ‘Purchase Completed’.”.

21. SAP Sales Cloud

• Feature: Rule-Based Lead Scoring Automation – Scoring automator for leads based on transaction and behavior events.
• Sample: “Rule: Product inquiry = update score via Lead API.”

Benefits

1. Automatedly prioritizes sales efforts by surfacing top-scoring, ready-to-buy leads for immediate engagement.

2. Reduces manual work and error via automation, enhancing accuracy in AV equipment wholesale targeting.

3. Enables real-time, automatable segmentation for tailored campaigns, maximizing response and conversion rates.

4. Automates sales cycle processes, reducing lead response time and accelerating deal closures.

5. Facilitates data-driven decisions for marketing and sales automators, boosting productivity and ROI.

6. Allows continuous, automated improvement by updating scoring logic as new engagement trends emerge.