A 3 Part Formula to Ditch Traditional Lead Scoring

In this episode we talk to Dan Murdoch, Head Of Global Marketing at Harri.

Dan breaks down a formula called The Harmony Alogrithm, a weighted average of perfectly balanced leading indicators to allow sales & marketing teams to engage with the right person, at the right company, at the right time to optimize outbound and inbound efforts.

He shares the 3 elements that should be used instead of traditional, one-dimensional lead scoring & how to weight them in a new lead scoring model:

  1. Brand Engagement
  2. Account Fit
  3. Contactability

Check out Dan’s blog post on the topic for even more details:

https://dan-murdoch.com/2017/04/13/the-harmony-algorithm-solving-for-the-next-best-lead/

Click here to connect with this guest on LinkedIn.

You can find this interview, and many more, by subscribing to the B2B Growth Show on iTunes. If you don’t use iTunes, you can listen to every episode by clicking here.

Posted on November 27, 2018 in B2B Growth

James Carbary

About the Author

James Carbary is the founder of Sweet Fish Media, a podcast agency for B2B brands. He’s a contributor for the Huffington Post & Business Insider, and he also co-hosts a top-ranked podcast according to Forbes: B2B Growth. When James isn’t interviewing the smartest minds in B2B marketing, he’s drinking Cherry Coke Zero, eating Swedish Fish, and hanging out with the most incredible woman on the planet (who he somehow talked into marrying him).

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