What is deal scoring in Marketune?
Anastasiia Iakymchuk
Last Update 2 months ago
Deal scores are calculated using rules and automations:
Rules: Set conditions that must be met to assign points to a deal. For example, 10 points may be added when a lead reaches the "In Contact" stage or based on their income.
Total score: The sum of all points from various rules creates the overall deal score.
Deal scoring helps your sales team focus on high-value leads and optimize the pipeline. With deal scoring, you can:
Profile leads throughout the pipeline process:
Assign an initial deal score when a lead enters the pipeline (e.g., 100 points).
Deduct points for lack of progress, such as 10 points every 2 days without movement.
Lower scores indicate a lower likelihood of winning the deal, allowing your team to focus on higher-value leads.
Identify high-value leads:
Combine multiple factors (e.g., lead interaction and location) into a single deal score.
Use this score to quickly identify leads with the best potential.
Track actions for scoring:
Create scores based on lead behaviors. For example, if entering an automation indicates a 75% chance of closing a deal, assign points and notify the sales team.
Search and filter deals by score:
Use filters to find deals with specific scores.
Sort deals in pipeline stages by ascending or descending scores.
To immediately see the deals with the highest value:
Search deals by score:
Click 'Add a filter'.
Select the score type and value (e.g., greater than 100).
Click the gear icon in the top right corner of the stage.
Select 'Edit this phase'.
Under 'Sort deal', choose the deal score, the score name, and whether to sort in ascending or descending order.
1. Fixed deal scores
Fixed scores are assigned once and do not change dynamically.
How to create a fixed score:
Go to 'Manage Scores' in the 'Contacts' section.
Click 'Add new score' and select 'Deal score'.
4. Once done, click 'Active' and save the score.
2. Dynamic deal scores
Dynamic deal scores are created with automations set to run multiple times. They are updated automatically based on specific behaviors using automations.
How to create dynamic scores:
Go to 'Automations' and click 'New automation'.
Choose 'Start from scratch' and set a trigger to adjust the score.
Examples of automation triggers:
Enter a pipeline: Adjust the score when a lead enters a pipeline.
Deal stage changes: Modify the score when a lead moves to a new stage.
Reply to an email: Add points when a lead responds to your email.
Event is recorded: Update the score when a lead completes a specific event.
For instance, you can create an automation to add 10 points when a lead replies to a personal email. A personal email is an email sent from the contact's profile, the deal overview, or from your linked Gmail account.
Set the trigger:
Select 'Reply to an email' as the start trigger.
Choose '1:1 email, multiple times' under 'Runs' and click 'Add start'. The trigger is now set.
Add an action:
Click the plus sign (+) and select 'Adjust score' under the CRM category.
Specify whether to add or deduct points, the number of points, and the target deal score.
Define conditions for which deals or pipelines this applies, and set an expiration for the score if needed.
- Save the automation.
You can start automations when a deal reaches a certain score. This is helpful for notifying your sales team to take action.
Steps to start automations with deal scores:
Create a ‘New automation’ and select 'Start from scratch'.
Set the trigger to 'Score changes'.
Define the score that will trigger the automation and whether it should run once or multiple times.
Click 'Add start'.