How to Score Leads with Data

Using Data to Score Leads

Insight from Mostly Metrics

DoorDash's rise isn't just savvy marketing; it's smart science. They've mastered the art of lead scoring, a method that sizes up potential leads not by gut feel, but by hard data.

The higher the value the account brings in, the higher the score. It's analytics meeting intuition.

You need to understand your business model to create your own lead-scoring system.

A major question you need to answer is where you will get the quality data to score the leads. A few ways to get this data is:

• How do your customers interact with your product?

• Are you able to buy data that you currently don't have?

• How can you adjust your product to get data that you haven't captured yet?

When Doordash first built its data model, the startup had to launch a feature where customers could request restaurants that they wanted onto the platform.

Eventually, Doordash combined customer search data with the most requested customer data to create their sales pipeline.