Justin van Tol

As a consultant, Justin operates at the intersection of customer experience, data, and technology. Together with his team, he focuses on automating processes, increasing efficiency, and optimising the customer experience.

Session topic

The anatomy of a lead scoring model that sales actually uses.

80% of your leads are never followed up on. Not because sales is lazy, but because your lead scoring isn’t working. In this session, we’ll show you why most models fail and how to build one that sales actually trust and use. Expect challenging insights, live building in HubSpot and an approach that has an immediate impact on your sales pipeline. Don’t miss this if marketing and sales in your organisation still operate in two different worlds.

• Why your MQLs are probably worthless (and how to fix it)

• Live: building a lead scoring model that sales actually use

• The role of monitoring, experimenting and learning as a success factor

• From marketing leads to a predictable pipeline, focus and RevOps