How do you use Multiple Score Sheets?

Multiple Score Sheets are an effective tool to increase visibility not only to the Marketing Team, but also to the Sales Team. One of my favorite use cases for Multiple Score Sheets, is for Product Specific Marketing.

In this example, we have all customers with a Savings Account, however not all customers take advantage of other options.

Picture this..
A Mortgage Sales Rep is given a list of 200 leads, and they need to select the 20 best leads to call first.

Product/Customer Types

When using a single score sheet, the behavior score would look like the image shown below. It appears Angie is the more engaged lead.

However, when you implement Multiple Score Sheets based on product interest, you can clearly see in the following image, Angie is not engaged in mortgage content at all. Tony is the best lead for the Mortgage Sales Rep to call.

When using Multiple Score Sheets for this example, the Mortgage Sales Rep is now able to determine who their best leads are based on interest in a particular product/service.

Which examples of Multiple Score Sheets do you have implemented?

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Angie Funk | One to Many Success Manager
Marketing Automation Strategist
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How do you use Multiple Score Sheets?

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