Lead qualification and scoring workflows

Purpose

1.1. Automate the process of qualifying and scoring leads based on predefined criteria, integrating data from multiple sources to prioritize valuable prospects.
1.2. Ensure only sales-ready leads reach the sales team, increasing efficiency and focusing efforts on high-potential clients in the aircraft manufacturing sector.
1.3. Aggregate inputs from web forms, emails, CRM updates, social networks, aviation events, and third-party data providers to create dynamic scoring profiles for each lead.
1.4. Use scoring algorithms and business logic to assess buying intent, company fit, geography, contact role, and engagement level.
1.5. Automate follow-ups, handoff, and lead enrichment using integrated services, ensuring consistent, real-time processing.

Trigger Conditions

2.1. New lead submitted via web form, email, or CRM entry.
2.2. Lead engagement activities detected (email open/click, webinar attendance, website visit, etc.).
2.3. Update or enrichment from third-party aviation databases or marketing automation systems.
2.4. Manual override or escalation by sales manager.

Platform Variants

3.1. Salesforce
• Feature/Setting: Process Builder/Flow; automate lead score updates on record change.
3.2. HubSpot
• Feature/Setting: Workflows; use property-based triggers and lead scoring fields.
3.3. Microsoft Dynamics 365
• Feature/Setting: Power Automate; trigger score recalculation on lead creation or update.
3.4. Pipedrive
• Feature/Setting: Workflow Automation; set conditions on custom lead-score fields change.
3.5. Marketo
• Feature/Setting: Smart Campaign; implement behavioral and demographic score updates.
3.6. Zoho CRM
• Feature/Setting: Blueprint/Workflow Rules; trigger actions based on score field logic.
3.7. Airtable
• Feature/Setting: Automations; update score field when record is added/changed.
3.8. Intercom
• Feature/Setting: Custom Bots; qualify leads and tag them by score via conversations.
3.9. Mailchimp
• Feature/Setting: Customer Journeys; increase score based on email engagements.
3.10. LinkedIn Lead Gen Forms (via API)
• Feature/Setting: Webhooks; auto-populate CRM and trigger scoring workflow.
3.11. Google Sheets
• Feature/Setting: App Script; recalculate score upon new row/lead.
3.12. Slack
• Feature/Setting: Workflow Builder; alert team when a lead crosses a score threshold.
3.13. SendGrid
• Feature/Setting: Event Webhook; trigger workflow on lead email interaction.
3.14. Twilio
• Feature/Setting: SMS/Messaging API; assign interaction points based on SMS replies.
3.15. Clearbit
• Feature/Setting: Enrichment API; auto-update lead profile data to inform scoring.
3.16. Apollo.io
• Feature/Setting: API Integration; append firmographic/behavioral data to enhance score.
3.17. D&B Hoovers
• Feature/Setting: Data Enrichment API; update business profile for qualification rules.
3.18. Webflow
• Feature/Setting: Forms + Webhooks; route new aviation leads into real-time qualification.
3.19. Unbounce
• Feature/Setting: Zapier Webhook; send lead data for scoring immediately after submission.
3.20. Eventbrite
• Feature/Setting: API/Webhook; add attendee data for event-driven lead qualification.
3.21. Google Analytics
• Feature/Setting: Measurement Protocol/Events API; assign scores for site engagement.
3.22. Zoom
• Feature/Setting: Webhook; assign points for webinar attendance and participation.
3.23. Calendly
• Feature/Setting: Webhook/Event API; adjust score for sales call bookings.
3.24. Typeform
• Feature/Setting: Webhook/API; dynamically assign scores based on responses.

Benefits

4.1. Increased sales focus on high-potential aircraft buyers.
4.2. Reduced manual effort, faster lead handoff, and less time wasted on poor-fit leads.
4.3. Real-time and consistent evaluation of complex, multi-factor lead attributes.
4.4. Seamless integration between marketing, sales, and third-party aviation data.
4.5. Scalable, data-driven approach supports strategic sales growth.
4.6. Easy compliance and auditing via automated, logged scoring logic.