Why Your Marketing Automation Needs a Lead Scoring Rebuild

Lucas and Luna dig into the hidden decay inside lead scoring models — why most B2B marketing automations assign points to outdated signals like form fills and email opens, and how one SaaS company rebuilt its model around product usage data. They walk through a concrete example: a company that moved from a 12-signal scoring model to a 6-signal model and saw a 34 percent increase in sales-accepted leads within one quarter. The hosts explain the concept of 'signal decay curves' — how the predictive value of a demo request drops 40 percent after 48 hours. They also discuss the tension between marketing-qualified and sales-qualified definitions, and why a quarterly scoring audit is the single highest-leverage change most teams ignore. No theory — just a playbook for rebuilding scoring from the ground up. #LeadScoring #MarketingAutomation #B2BMarketing #SalesQualifiedLeads #ProductUsageData #SignalDecay #MarketingQualifiedLeads #SalesAndMarketingAlignment #SaaS #RevenueOperations #CRM #DataDrivenMarketing #ConversionRate #DemandGeneration #MarketingStrategy #FexingoBusiness #BusinessPodcast #Marketing Keep every episode free: buymeacoffee.com/fexingo