Vent: Our lead scoring model completely fell apart after we added LinkedIn data

We were running a pretty basic lead scoring system for about 8 months using just website behavior and email opens. Worked fine, nothing fancy. Then last month I thought hey, let's layer in LinkedIn profile data like job title and company size to get more accurate. Big mistake. Our qualified leads dropped by 40% overnight. Turns out the LinkedIn enrichment tool we used tags a ton of people with wrong job titles (like calling a 'Growth Manager' a 'Marketing Coordinator'). So we started ignoring half our pipeline. Had to roll everything back and now I'm manually cleaning the data. Anyone else had a tool integration backfire on them?

2 comments

2 Comments

christopher_west11mo ago

Threw a similar wrench in our scoring when we tried adding social shares and engagement metrics from Twitter. Ended up with a bunch of content creators ranking higher than actual buyers.

nathan8511mo ago

Wound up switching to scoring based on how many product page visits those shares actually drove. Keeps the social buzz from inflating things without real buying intent behind it. Still tracks engagement but filters out the people just chasing likes.