Hello Friend, 

Lead scoring is a cornerstone of the HubSpot platform.

For most organizations, this single property drives the handoff from marketing to sales (and sometimes back).

With the "invention" of ABM, company scoring quickly became a helpful property allowing outbound and nurturing teams to automatically identify the best fit targets for their outreach. 

But what happens when your leads or companies move into a deal? When a deal may have multiple leads or a company may have multiple deals...

Well, HubSpot has now introduced deal scoring!

For some time this has been the missing link between really understanding the health of your pipeline(s). 

When I posted an update about deal scoring on LinkedIn there were many questions about why and when deal scoring is needed.

Here are a few ways/reasons:

• View at risk-deals (here is an explanation from a HubSpot Account Executive)
• Route deals to reps if you automatically create deals through workflows or SDRs
• Route your hottest deals to certain AEs
• Use deal scoring vs company scoring when one company may be in multiple deals
• When new leads come in as a buying group early on, score the deal vs the lead

I can predict that the current popularity of pipeline visibility tools will quickly push this feature into a more prominent part of the HubSpot platform.

Don't be surprised if you see a "deal health" dashboard soon!

If you would like to join me for an informal discussion about deal scoring and how it could be used, go ahead and show your interest here.

We Make HubSpot Awesome.