Scoring Best Practices
Lightning vs. Titan: How to Score Your Data for Maximum ROI
In this breakdown, Joey explains the "order of operations" for fixing a broken sales funnel. Instead of blindly swapping dialers or data vendors, he advocates for a specific scoring strategy to diagnose and solve problems in the right sequence.
The Scoring Playbook:
Start with "Titan Scoring" (Advanced Model): Don't guess. Run a 5-day deep signal analysis on your current list to get a definitive benchmark. This tells you exactly how reachable your market is and how much "bad data" you are currently feeding your reps.
Solve the "At Bats" Problem First: Before buying new tools, use that scoring data to spike your connect rate (e.g., from 4% to 25%). Decreasing rep input while increasing output is the single biggest lever you can pull.
Then, Fix the Data (Enrichment): Once the connect rate is solved, if your reachability is still low, use TitanX's "Enrichment Waterfall." By gathering more numbers per contact (e.g., 4 numbers vs. 1.5), you increase the surface area for finding a high-intent line.
Rescore for High ACV: For high-value prospects, don't stop at one pass. Rescoring effectively "squeezes the sponge," picking up the few remaining high-intent leads that didn't surface the first time—a move that pays for itself 10x over in high-ACV deals.
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