Show notes
In this video, I break down why lead scoring falls short in B2B and what to do instead. We get into cataloging the market, buying committees, ICP fit and timing, and how to use scoring as an overlay.
We cover:
→ Why lead scoring answers a much narrower question than most teams think
→ How individual contact scores miss the whole buying committee
→ Why engagement looks like intent when the real blocker is timing
→ What cataloging the market is and how to run it
→ How to use a simple score as an overlay, not the operating model
If you are a B2B marketer or revenue leader who is tired of…
Website: theb2bplaybook.com
