Lead Scoring: Too Invested to Admit It's Broken

What if we replaced lead scoring with conversation insights? Crystal is building a scoring model for a client while questioning whether it works. Pauline has avoided lead nurture systems her entire career — and she's about to explain why that was the right call. In this episode: ■ The model everyone builds and nobody trusts: Why lead scoring keeps getting rebuilt instead of retired. ■ What automation is actually guessing at: We've been letting automation guess what sales already qualifies through conversations. ■ Who should own what: Marketing creates the content and sequences; sales intel triggers what gets sent when. ■ Readiness-based nurture: Not behavior-based guessing. Your one thing to do this week: Start with a tiny experiment — one salesperson, one target list, insights from their conversations triggering the follow-up. Test if conversation insights work better than behavioral breadcrumbs. No scoring required. Related reading: Shift Your Communications Strategy to a Conversation Strategy https://digitalmeaning.co/marketing-s... Connect with us: Pauline Kalil —   / paulinekalil   Crystal Jones —   / crystaljones2   digitalmeaning.co · crystalgjones.com