Lead qualification and scoring

**1. Purpose**

1. Accelerate identification and prioritization of high-potential sales leads based on real-time prospect data across digital channels.

2. Automate scoring criteria (demographics, interaction, site activity, custom interest signals) to streamline handoff to Alfa Romeo sales teams.

3. Systematically route, notify, and qualify leads from inquiries, webforms, and marketing campaigns to reduce manual effort and optimize dealer opportunity management.

4. Ensure data is captured, scored, and surfaced using multi-channel touchpoints for more targeted, timely follow-up.

**2. Trigger Conditions**

1. Web form submission for Alfa Romeo vehicle interest.

2. Incoming email inquiry via dealer site or third-party listing.

3. Phone call or SMS from prospect via online contact number.

4. Social media message received on dealership accounts.

5. Interaction with specific vehicle model pages or test drive booking tool.

6. Marketing automation campaign engagement (e.g., newsletter click-through).

7. API event from CRM or website tracking new leads.

**3. Platform Variants**

**3.1 Salesforce**

• Feature/Setting: Lead Scoring Rules; configure using Process Builder and Einstein Lead Scoring for prioritization
  
• Sample: Set rule for “Vehicle model = Giulia & Engagement score >80” to automatically qualify lead
  

**3.2 HubSpot**

• Feature/Setting: Lead Scoring Settings; use contact properties and behavioral triggers
  
• Sample: Assign +10 points for “Test drive request” and +5 for “Click on Alfa Romeo Stelvio page”
  

**3.3 Microsoft Dynamics 365**

• Feature/Setting: Predictive Lead Scoring Model; configure with AI-based prioritization
  
• Sample: Configure model to increase score with “Repeat Alfa Romeo inquiries within 30 days”
  

**3.4 Marketo**

• Feature/Setting: Lead Scoring Program; use Engagement Score and Demographic Score flows
  
• Sample: Score +20 if “Email domain = corporate business” & “Page visit = Alfa Romeo Lease Offer”
  

**3.5 ActiveCampaign**

• Feature/Setting: Automation Lead Scoring; adjust points for campaign opens, replies, or web activity
  
• Sample: +15 for “Reply to intro campaign”, +10 for “Booking a call”
  

**3.6 Zoho CRM**

• Feature/Setting: Lead Scoring Rules in Automation Settings
  
• Sample: +5 points for “Interest in Alfa Romeo SUV”, send alert if score >50
  

**3.7 Copper**

• Feature/Setting: Custom Lead Scoring via Zapier or API Push
  
• Sample: “Lead with job title > Manager” receives score boost on inbound form creation
  

**3.8 Pipedrive**

• Feature/Setting: Lead Labels & Activity Triggers in Workflow Automation
  
• Sample: Auto-label as “Hot” if “Number of interactions > 3 & Car budget > €35K”
  

**3.9 Intercom**

• Feature/Setting: Lead Qualification Bots; configure custom qualification paths
  
• Sample: Bot asks “Interested in Alfa Romeo finance?” and logs responses to lead records
  

**3.10 Drift**

• Feature/Setting: LeadBot Playbooks; sets lead status based on chat interaction freshness and specificity
  
• Sample: Move “inquired about new releases” to high-priority list
  

**3.11 Mailchimp**

• Feature/Setting: Behavior-based Tagging in Customer Journey Builder
  
• Sample: Tag “Alfa Romeo test drive interest” for segmentation and scoring bump
  

**3.12 Twilio Studio**

• Feature/Setting: IVR flows for inbound SMS or Call; triggers webhook for scoring API
  
• Sample: “Text with ‘Alfa test drive’” triggers point increase and CRM sync
  

**3.13 Zendesk Sell**

• Feature/Setting: Smart Lists; Use automated filters and lead stage updates
  
• Sample: Leads from “recent website chat” move to nurtured state if score >60
  

**3.14 Klaviyo**

• Feature/Setting: Conditional Flow Triggers; adjust lead properties on campaign activity
  
• Sample: “Opened event invitation” action increases lead qualification property
  

**3.15 Outreach.io**

• Feature/Setting: Sequence Enrollment with Lead Scoring APIs
  
• Sample: Auto-elevate leads from “Inbound Alfa Romeo queries”
  

**3.16 Google Sheets**

• Feature/Setting: Row-based scoring with Apps Script; trigger on new lead row add
  
• Sample: Script parses “model interested” column and scores relevant leads
  

**3.17 Airtable**

• Feature/Setting: Automations for Lead Status; configure formulas for composite scoring
  
• Sample: Update “Qualified” checkbox if “Past Alfa Romeo owner = Yes”
  

**3.18 Monday.com**

• Feature/Setting: Automations for Deal Stages; conditionally move items based on scoring fields
  
• Sample: Board automation moves “Qualified Alfa leads” to next pipeline stage
  

**3.19 SAP Sales Cloud**

• Feature/Setting: Lead Qualification Rules and Custom Scoring Metrics
  
• Sample: Score increases if “Dealer region = top market for Alfa Romeo”
  

**3.20 Slack**

• Feature/Setting: Workflow App; alert sales on qualified lead through lead scoring webhook
  
• Sample: Send message to “Sales” channel if new lead score >70
  

**3.21 Facebook Lead Ads**

• Feature/Setting: Real-time CRM Sync with Field Mapping Automation
  
• Sample: Map “Model Selected = Quadrifoglio” and assign high priority
  

**3.22 LinkedIn Lead Gen Forms**

• Feature/Setting: Webhook automation to scoring logic
  
• Sample: Auto-score “Company size >1000” in Alfa Romeo fleet interest forms
  

**4. Benefits**

1. Accelerates response and improves engagement with high-value Alfa Romeo prospects.

2. Increases conversion likelihood via automated, error-free qualification.

3. Enables sales reps to focus efforts where they yield the most ROI.

4. Reduces manual effort and follow-up lag, streamlining sales process.

5. Ensures seamless routing of leads to appropriate Alfa Romeo dealership contacts.

6. Delivers deeper insights into campaign and vehicle model interest.

7. Enhances customer experience with timely, personalized contact.