Marketing lead scoring and handover workflows

Purpose

1.1 Seamlessly collect, analyze, and score inbound marketing leads from multiple aviation industry sources.
1.2 Assign lead scores based on behavior, engagement, and data points relevant to aircraft sales and acquisitions.
1.3 Automatically route high-scoring leads to aircraft sales teams or brokers, ensuring immediate follow-up.
1.4 Establish standardized, auditable digital protocols for handover between marketing and sales.
1.5 Integrate contact enrichment, prior client matching, and aviation-specific qualification questions into workflow.
1.6 Incorporate real-time alerts, reminders, and next-step prompts based on each lead’s score and timeline.

Trigger Conditions

2.1 New inbound web form submission from aircraft acquisition/sales portal.
2.2 Inbound emails with aviation-specific queries or RFQs detected.
2.3 New lead entries in aviation CRM or third-party lead source database.
2.4 Manual lead uploads from air shows, expos, or events.
2.5 Marketing campaign interactions (click, open, download) tracked as significant.
2.6 Social media mentions or direct messages referencing inventory.
2.7 Real-time chatbot engagement from website visitors.
2.8 API-based notifications from listing platforms (e.g., Controller, AvBuyer).

Platform Variants

3.1 Salesforce
• Feature: Einstein Lead Scoring – Enable and map aviation custom fields
• Sample: Configure "Aviation type inquiry" as scoring criteria via Lead Score Setup
3.2 HubSpot
• Feature: Predictive Lead Scoring – Custom scoring rules
• Sample: Assign +10 points to “private jet” inquiries; trigger internal notification
3.3 Microsoft Dynamics 365
• Feature: Lead Scoring Models – Configure workflows for hand-off
• Sample: Route score >80 leads to “Aircraft Sales” team; email assignment
3.4 Marketo
• Feature: Smart Campaigns – Behavioral scoring automation
• Sample: Score +5 for spec sheet downloads, auto-create CRM task
3.5 Pipedrive
• Feature: Lead Booster + Custom Fields
• Sample: Hand over lead if "Type: Jet" and score >7
3.6 Zoho CRM
• Feature: Lead Scoring Rules – API triggered scoring
• Sample: Webhook invokes score update, workflow assigns to sales
3.7 Mailchimp
• Feature: Contact Ratings API
• Sample: API triggers tag "hot lead" on high engagement
3.8 Intercom
• Feature: Custom Bots – Marketing qualification triggers
• Sample: Bot adds score for intent (e.g., request for pricing)
3.9 Typeform
• Feature: Webhook integration – Lead data push
• Sample: Send collected data to scoring API, conditionally notify reps
3.10 Slack
• Feature: Incoming Webhooks – Instant deal alert
• Sample: Post “qualified lead” with score in Aircraft Sales channel
3.11 Twilio SMS
• Feature: REST API – Instant lead handover SMS
• Sample: Send SMS “New high-value jet buyer lead received”
3.12 Gmail
• Feature: Filters + Apps Script
• Sample: Auto-label emails with “Aviation inquiry” for scoring
3.13 LinkedIn Sales Navigator
• Feature: Lead Lists API
• Sample: Identify warm prospects, score based on activity
3.14 Google Sheets
• Feature: Google Apps Script – Automated lead scoring
• Sample: Script recalculates scores and flags top leads
3.15 Copper CRM
• Feature: Workflow Automation API
• Sample: Score contact via API, auto-send intro email
3.16 SendGrid
• Feature: Event Webhook – Engagement-Based Triggers
• Sample: Trigger workflow when contacts click on aircraft listings
3.17 Facebook Lead Ads
• Feature: Lead Retrieval API
• Sample: Ingest lead data, assign score by campaign
3.18 Monday.com
• Feature: Automations + Lead Capture API
• Sample: Move high-score leads to “Ready for Sales Call” group
3.19 Calendly
• Feature: Webhook Notifications
• Sample: Score increases when lead books demo/viewing
3.20 Notion
• Feature: API Integration – Status change automation
• Sample: Move entry to “Qualified” database when score > X
3.21 Aircall
• Feature: Webhooks + Call Tagging
• Sample: Score increases on successful follow-up call

Benefits

4.1 Reduces manual review time for lead qualification in aviation sales processes.
4.2 Ensures consistent criteria for classifying prospect quality and intent.
4.3 Decreases lag between lead capture and first sales engagement.
4.4 Enhances sales prioritization—only ready-to-buy prospects are handed over.
4.5 Generates audit trails for compliance in regulated aviation transactions.
4.6 Supports multi-channel outreach, capturing leads from all industry sources.
4.7 Automated notifications eliminate missed opportunities and delayed action.