Let's Build Outbound with Bastien Paul
🤔 Question: Why do your highest-scoring leads sometimes turn into your worst-fit customers?
The answer might surprise you - you're probably relying too heavily on lead scoring alone.
Here's the thing: Lead scoring is great at telling you WHO is engaging with your content. But in outbound sales, we need to know WHO we should be engaging with in the first place.
That's where fit scoring comes in.
Think about it:
Lead scoring measures ACTIVITY
Fit scoring measures POTENTIAL
In next week's Let's Build Outbound, I'll show you exactly how to implement both systems in HubSpot and why they're both crucial for modern sales success.
The real magic happens when you combine them:
Lead scoring tells you who's ready to talk
Fit scoring tells you who's worth talking to
Together, they help you prioritize the right conversations at the right time
Here's a quick example:
Company A: High lead score (downloaded 3 whitepapers), low fit score (wrong industry, too small)
Company B: Zero lead score (no engagement), high fit score (perfect ICP match)
Which one deserves more of your outbound effort? 🤔
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