We used to just hand sales a flat list of everyone who registered, no way to tell who was actually a decision maker versus someone's intern signed up out of curiosity. Built the registration form to ask a couple of qualifying questions, company size and role mainly, and scored responses so sales could see who to prioritize the moment the webinar ended instead of working through names alphabetically. Our best rep started calling the top scored leads within an hour of the session wrapping and closed one before the week was out. Review collected by and hosted on G2.com.

Getting the scoring weights right took some trial and error, our first setup scored job title way too heavily and a few genuinely hot leads with vague titles got buried under people who just had impressive sounding roles but no actual buying power. Review collected by and hosted on G2.com.