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Deal Scoring

This hack allows you to create custom deal scores based on specific events and properties within your HubSpot Portal. Unlike the existing auto-deal scoring feature, this gives you full control over how deals are scored.

 

Why It's Useful 

While the automatic deal scoring is helpful, it may not be suitable for all businesses, especially those with long sales cycles. This custom deal scoring feature is incredibly useful because it:

  • Tailors scoring to your business: You can define criteria that accurately reflect your unique sales process and customer interactions.
  • Improves qualification: By incorporating your specific qualification frameworks (like MEDDIC or BANT), you can better assess the likelihood of a deal closing.

Identifies key indicators: You can track events and properties that are highly predictive of a successful close for your business.

How to Implement It

Here's a step-by-step guide to setting up your custom deal scoring:

  1. Enable the Beta Feature: Navigate to the Product Updates section in your portal and ensure the beta feature for deal scoring is turned on.
  2. Create a New Score: Go to "create score" within the lead scoring interface. You should now see an option for "deals." 
  3. Define Your Scoring Criteria:
    • Properties: Just like with other scores, you can assign points based on specific deal properties. Consider what information about a deal indicates progress or a high likelihood of closing. For example, if you use a qualification framework like MEDDIC or BANT, you can create properties that reflect the completion of those stages and assign scores accordingly.
    • Events: You can also score deals based on events. Think about actions or milestones that signal a deal is moving forward and is likely to close. These should be events that are highly relevant and unique to your business operations.
  4. Determine Which Deals to Score: The system works similarly to other scoring methods, allowing you to select which deals will be subject to this custom scoring.

Tips and Warnings:

  • Property Planning is Key: Before diving in, take time to think about new properties you might need to create to support your deal scoring. These should be directly tied to your sales process and qualification criteria.
  • Event Identification: Similarly, identify specific events that indicate a deal is likely to close. These are not generic communication metrics but rather events tailored to your business's typical customer journey and sales interactions.
  • Customisation is Power: The real strength of this feature lies in its customisation. Leverage it to build a scoring model that truly reflects the nuances of your sales cycle.