Lead Scoring Services: make sure Sales know exactly which leads to prioritize

Let’s relieve your Sales team of having to sift through an avalanche of leads with no guidance by implementing robust lead scoring.

Find out if lead scoring is right for you

B2B Companies Who Trust Iceberg
Is Your Sales Team Struggling to Answer Every Lead That Comes Across Their Plate?

We’re going to be honest here: most companies probably don’t need lead scoring and it’s not our job to sell you something you don’t need. 

So, let’s do a quick check to see if lead scoring is right for you.

If your sales team can follow-up quickly with all the leads they get then it’s safe to say that lead scoring would be a needless drain on your budget and resources. 

But if your Sales team is struggling to respond to leads, and especially if only a handful of them are actually qualified, then lead scoring is probably the right move for you. 

But implementing lead scoring can be a huge challenge for growing companies: 

  • If Marketing and Sales have different interpretations of a qualified lead, how do you gain consensus? 
  • Should lead scoring be determined via statistical modeling with a vendor or in your Marketing Automation Platform based on human assumption? 
  • Lead scoring is iterative so how will you implement feedback and changes to your lead scoring as you get more data and evolve? 

Our job is to help you answer these questions by providing the strategy, consulting, and technical implementations so you get the most from your investment in lead scoring.

How We Set You Up for Success with Lead Scoring

Whether you do lead scoring on Marketo, HubSpot, Salesforce, or somewhere else, we set up and integrate your lead scoring system with your CRM and make sure quality leads aren’t slipping through the cracks.

Simplify
Avoid generating technical debt by simplfying
Iterate
Build, test, and revise your lead scoring until we achieve the most reliable solution
Collaborate
Bring together Marketing and Sales to gain consensus
Map
Behavioral attributes to your ICA’s customer journey
Integrate
With your current techstack to make sure all your data is reliable
Document
We combine data and processes to get the information decision-makers need when they need it

We believe that any RevOps partner you hire should feel like an extension of your own in-house team. (Which is exactly what you get with Iceberg and our staff model).

Iceberg RevOps vs Other RevOps Agencies
Other Agencies
Iceberg RevOps
“I spent my time downloading CRM data into spreadsheets, appending with detail, and creating an accurate picture of the pipeline. It was a painful, time-consuming process. We wanted somebody smaller and agile, and Iceberg certainly fit that bill. My ability to report to our board and investors is now better than it ever was.”
Daren Lauda
EVP of Sales and Customer Success at DispatchTrack
Meet Your Revops Team

We have a fully in-house team who keeps in touch with your key stakeholders via weekly stand-ups, Slack, and Asana.

Taft Love

Co-Founder

Brad Mora CEO
Brad Mora

CEO

Judy Cornett

Operations Manager

Ryan Hiatt

Operations Manager

Jason Thomas

Operations Manager

Natalie Eades

Marketing Operations Manager

Madison Rawles

System
Administrator

Zoe Love

Operations Coordinator  

Featured Success Stories From Our Clients

How Iceberg transformed TaskRay’s inbound sales funnel with accurate lead status and meeting tracking.

“We struggled with reporting on the first meaningful meetings with prospects. We had a good feel for how many MQLs we were getting, the conversion percentage on opportunities, and our close rate. But in between the MQL step and opportunity creation, we needed our AEs to get on the phone with people who have a problem that we could potentially solve.”
Mike_Davis-taskray
Mike Davis
VP of Sales at TaskRay

How Iceberg helped Patriot Software implement Salesforce and automate its sales process for the first time

“Iceberg set up the right rules, the right definitions, and the right automation so we can safeguard ourselves
and keep our data clean.”
Steve Hoffman
Vice President of Business Development at Patriot Software

We Make Sure All Your Tech Stack Integrates Seamlessly To Produce The Most Reliable Data

Your tech stack is an ecosystem and data needs to flow between each tool to avoid broken automations and unreliable data. That’s why we’re tool agnostic and work with a wide range of software.

Here’s What Your Next 3 Months
Look Like

We’ll kick off your project with a 3-month deep dive into building out a roadmap for your lead scoring strategy and implementing it.

Month One
  1. We’ve audited your systems and prioritized what needs to be tackled first 
  2. You’re already benefiting from the quick wins thanks to our prioritization model
Month Two
  1. Your dedicated Project Manager is walking you through our action plan in one of our weekly stand-ups 
  2. You’re finally gaining consensus among your team and gaining valuable insights from the right data
Month Three
  1. We’re wrapping up all the core goals we outlined in our first scoping call 
  2. You’re confident that you have the systems and processes in place to make decisions based on data, not gut feeling

For long-term engagements not bound by specific projects, our team will continue with regular weekly or monthly sprints to tackle your needs.

The Most Frequent Questions New Clients Ask Us

Iceberg works differently from other agencies. 

Our services don’t operate with standard SOWs or quotes as these force us to stick to a plan that always changes, especially at growing companies that require agility.  

So we developed a monthly subscription model to better adapt to the needs of our clients. 

You book us to work with you for a minimum of 50 hours per month and based on your business goals we decide together what we’ll spend our time on, whether it be data science, operations work, or a mix.

We primarily work with resource-strapped B2B companies who need to bridge the gap between hiring solo contractors with incomplete skill sets and building out their own in-house Business Intelligence team.

We start off with a 3-month commitment because that’s how long it takes to make a significant dent in building out and implementing your business intelligence strategy. If you want to continue getting our support, then we move onto a rolling 50-hour/month agreement that you can cancel at any time. 

We use a sprint model to work on your projects and meet regularly with key stakeholders so we can respond to your growing and changing needs. 

The average tenure of our clients is 14 months.

We’re tool agnostic and work with a wide variety of software including; Salesforce, HubSpot, Salesforce Pardot, Marketo, Zendesk, Salesforce CPQ, Salesloft, LeanData, DocuSign, Clari, and Outreach, just to name a few.

We work exclusively with B2B companies, most of which are growth-stage SaaS companies. Check out our case studies to see how we’ve helped them.

Ready To Relieve Your Overwhelmed Sales Team?

Get started today by booking a call with David, our Head of Sales.

Find out if lead scoring is the right move for you