We are about to begin to collate lead scoring for our customers and propsects. Due to the nature of our business as a professional body we might expect a person to look at more than one of our product/service driven messages even in a short space of time.
Eventually their total score may warrant us converting them from a lead to a contact with an opportunity aka a qualified lead based upon their score.
Our business like many have different opertional areas to follow up different opportunities and so we wouldn't want to assume the new opportunity either on the basis of the lead topic of the last scoring item nor assume the the new opportunity on the topic of the highest lead scoring item.
Has anyone used CD total scores or sub totals to calculate per topic or product the customers interest before converting?