🎯 The Ultimate Lead Scoring Method: Using Engagement Data from LinkedIn Posts

1. 📉 Why Traditional Lead Scoring Fails B2B Sales

Most B2B lead scoring relies on demographics (company size, job title) or simple website activity (downloads, page views). While helpful, these methods often miss the most crucial factor: current intent and industry engagement.

A prospect might have the right title, but if they haven't engaged with any industry content in six months, they are a cold lead. The true indicator of a hot prospect is their recent, visible activity—and that lives on LinkedIn posts.

2. 📊 Calculating the 'Activity Score' with Scraped Data

Our LinkedIn Post Scraper allows sales development representatives (SDRs) to gather engagement data that serves as a powerful, real-time 'Activity Score.'

Lead Scoring Workflow:

1. Define Your List: Identify 10-20 target prospects using Sales Navigator.
2. Scrape Post Data: Use the scraper on each profile to extract the last 100 posts, ensuring the export includes Reactions and Comments.
3. Calculate Engagement Rate: In your exported CSV/Excel file, total the Reactions and Comments for all posts by that individual. Divide the total by the number of posts scraped. This is your Engagement Rate Score.
4. Prioritize Outreach: Leads with an Engagement Rate Score above the industry average (e.g., 50) are actively involved in discussions—making them prime targets for immediate, personalized outreach.

3. 🔑 Beyond the Score: The Power of Intent Data

The scraped data offers more than just a number; it provides the **qualitative intent** that closes deals:

• Problem Identification:Scrape the content of the posts they *comment* on. This reveals the specific, current business problems they are facing or researching.
• Topic Alignment: Filter their own post history by keywords related to your product (e.g., 'AI,'s 'sautomation,' 'compliance') to verify solution fit.
• Personalized Context: Use a relevant detail from their highest-performing post as the opener for your InMail, proving you did your homework and providing instant relevance.

This level of data-driven lead scoring transforms prospecting from a numbers game into a strategic, high-conversion activity.