{"componentChunkName":"component---src-templates-post-js","path":"/blog/best-lead-scoring-software-for-b2b-sales-teams/","result":{"data":{"doc":{"_type":"post","id":"-f506c1d2-4784-5b92-94be-cf9c20e65803","_id":"584c6a89-4d6e-46ef-b1b6-397ab96008f2","publishedAt":"2026-11-06T17:01:54.473Z","_createdAt":"2026-11-06T17:02:10Z","_updatedAt":"2026-11-06T18:30:47Z","readingTimeInMinutes":10,"categories":[{"_id":"b0283bcf-1949-4988-ba0e-b43175d42846","_type":"category","title":"Revenue operations (PERSONA)","titlePublic":"RevOps","slug":{"current":"revops"},"status":"published","mainImage":null},{"_id":"ee7a2a14-d037-4853-855a-e47d014bac0b","_type":"category","title":"Buyer intent","titlePublic":null,"slug":{"current":"buyer-intent"},"status":"published","mainImage":null},{"_id":"1c3315d0-fdec-49dd-8590-76ca7a7367a2","_type":"category","title":"Signal-based selling","titlePublic":null,"slug":{"current":"signal-based-selling"},"status":"published","mainImage":null},{"_id":"973d1158-d9cf-46c9-8b1e-d997403fde9f","_type":"category","title":"Exclude from Lists / Resource Hub Only","titlePublic":null,"slug":{"current":"exclude"},"status":"review","mainImage":null}],"mainImage":{"crop":null,"hotspot":null,"asset":{"_id":"image-a05ac9aa98408dcbebe222a43ef6034b054fe328-1200x640-png","altText":null,"extension":"png","metadata":{"hasAlpha":false,"dimensions":{"height":640,"width":1200,"aspectRatio":1.875}}},"layout":null,"alt":"Ranked lead cards with score bars beside buying-signal rings"},"cardImage":null,"mainVideo":null,"mainAudio":null,"duration":null,"title":"Best Lead Scoring Software for B2B Sales Teams","slug":{"current":"best-lead-scoring-software-for-b2b-sales-teams"},"isFeatured":null,"status":"published","hideMainMedia":null,"_rawExcerpt":[{"markDefs":[],"style":"normal","_key":"88d62fe9b231","_type":"block","children":[{"_type":"span","marks":[],"text":"Most lead scores create more doubt than direction. This guide breaks down the best B2B lead scoring software, what separates trustworthy scores from noisy ones, and how to roll out a model reps will actually use.","_key":"2c17503040b8"}]}],"_rawBody":[{"markDefs":[],"style":"normal","_key":"2b7625b9e6c0","_type":"block","children":[{"_key":"67bc6ea737d5","_type":"span","marks":[],"text":"Your top lead of the week just booked a meeting. The score says \"Excellent.\" The rep shows up prepared, and the buyer turns out to be a grad student who downloaded an ebook for a class project."}]},{"children":[{"_type":"span","marks":[],"text":"Now the rep doesn't trust the next \"Excellent\" either. So they re-qualify every lead on the first call, because they can't see why any score is high. That's an expensive habit when, according to ","_key":"efedabd1356e"},{"marks":["c44a2f9aa2f3"],"text":"Salesforce State of Sales","_key":"f0fc2cf7969a","_type":"span"},{"_key":"a8fc1a432075","_type":"span","marks":[],"text":", the average seller spends 40% of their time selling."}],"markDefs":[{"_type":"link","href":"https://www.salesforce.com/news/stories/state-of-sales-report-announcement-2026/","_key":"c44a2f9aa2f3"}],"style":"normal","_key":"7c442e19b67c","_type":"block"},{"children":[{"_type":"span","marks":[],"text":"This guide covers the best lead scoring software for B2B sales teams and the criteria that separate useful scores from noisy ones. It also includes a rollout plan you can run this quarter. It's written for RevOps and sales leaders who own the score and have to explain it.","_key":"1ddd79ff4a9d"}],"markDefs":[],"style":"normal","_key":"e3a2b42c4b87","_type":"block"},{"_key":"98ce4016a7e3","_type":"block","children":[{"_key":"4001f201c514","_type":"span","marks":[],"text":"What Lead Scoring Software Does"}],"markDefs":[],"style":"h2"},{"children":[{"marks":[],"text":"The best lead scoring software ranks people and accounts by ideal customer profile (ICP) fit and readiness to buy now. That way, reps know exactly who to work first.","_key":"132d33a94bbf","_type":"span"}],"markDefs":[],"style":"normal","_key":"2f0a14048813","_type":"block"},{"children":[{"_type":"span","marks":[],"text":"Every score rests on two ideas. Fit is how closely someone matches your ICP, the description of the companies and roles that tend to buy and stay. Intent is how much buying behavior someone shows right now, like pricing page visits, product usage, or a new job at a high-fit company.","_key":"1b1a8780b147"}],"markDefs":[],"style":"normal","_key":"89a4ba6851cc","_type":"block"},{"markDefs":[{"_key":"5af106eaf5c4","_type":"link","href":"https://www.commonroom.io/blog/b2b-lead-intelligence-software/"}],"style":"normal","_key":"c69abd7565e6","_type":"block","children":[{"_type":"span","marks":[],"text":"Here's the part vendors rarely say out loud: Scoring doesn't add a single new name to your CRM. It sorts the names you already have. If your real problem is finding people, you're shopping for ","_key":"ce8d144d722f"},{"_type":"span","marks":["5af106eaf5c4"],"text":"B2B lead intelligence software","_key":"7cd45322d914"},{"_key":"55d8935157f9","_type":"span","marks":[],"text":", which is a different job."}]},{"style":"normal","_key":"5483962fe615","_type":"block","children":[{"text":"Sorting matters more now that buyers stay quiet longer. The ","_key":"79edf872d937","_type":"span","marks":[]},{"_key":"98ed896338dd","_type":"span","marks":["1f33bbe102b5"],"text":"Gartner rep-free buyer survey"},{"_type":"span","marks":[],"text":" found that 67% of B2B buyers state that they prefer a rep-free experience. When buyers won't raise their hands, your score has to notice what they do instead.","_key":"afc871e93710"}],"markDefs":[{"_key":"1f33bbe102b5","_type":"link","href":"https://www.gartner.com/en/newsroom/press-releases/2026-03-09-gartner-sales-survey-finds-67-percent-of-b2b-buyers-prefer-a-rep-free-experience"}]},{"style":"normal","_key":"b5778798cb4e","_type":"block","children":[{"_key":"235d2069d753","_type":"span","marks":[],"text":"Lead scoring tools often get confused with two neighboring jobs. Here's how they differ:"}],"markDefs":[]},{"style":"normal","_key":"644ba59d6b4b","_type":"block","children":[{"_key":"30d54963cce4","_type":"span","marks":["strong"],"text":"Scoring:"},{"text":" It ranks people and accounts by fit and intent, so reps know where to start.","_key":"2af48395bac2","_type":"span","marks":[]}],"level":1,"listItem":"bullet","markDefs":[]},{"_type":"block","children":[{"text":"Qualification:","_key":"4cc31192c23d","_type":"span","marks":["strong"]},{"_key":"bea437569629","_type":"span","marks":[],"text":" It confirms real need, budget, and timing, usually in a conversation. Lead qualification software supports this step."}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal","_key":"deac6cae60dd"},{"_type":"block","children":[{"marks":["strong"],"text":"Routing:","_key":"341a5f36f9c2","_type":"span"},{"_type":"span","marks":[],"text":" It sends a scored lead to the right rep or queue based on rules like territory or segment.","_key":"e63bb491910f"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal","_key":"b496f38d972f"},{"style":"h2","_key":"cfd89a655a82","_type":"block","children":[{"_key":"717df9136f77","_type":"span","marks":[],"text":"Rules-Based vs. AI Lead Scoring"}],"markDefs":[]},{"markDefs":[],"style":"normal","_key":"8b4dd3affd0f","_type":"block","children":[{"_key":"134a9e9caeb7","_type":"span","marks":[],"text":"Lead scoring tools run on one of three models. Rules-based scoring adds points for actions you choose, like 10 points for a demo request. Predictive scoring, often called AI lead scoring, learns from your closed-won and closed-lost deals (the deals you won and lost) to find patterns people miss."}]},{"children":[{"text":"AI is already standard equipment on most sales teams. The same Salesforce research found 87% of sales organizations currently use some form of AI for tasks like prospecting, forecasting, lead scoring, or drafting emails. The open question is which kind your reps will believe.","_key":"dd7d584fec00","_type":"span","marks":[]}],"markDefs":[],"style":"normal","_key":"11468c2e033c","_type":"block"},{"_key":"b0e5f68187e3","_type":"table","rows":[{"_type":"tableRow","cells":["Model","How it works","Data it needs","Main tradeoff"],"_key":"299e431d5155"},{"_key":"62c9eb917af7","_type":"tableRow","cells":["Rules-based","Your team assigns points to traits and actions","Very little history, mostly your team's assumptions","Easy to explain, but it encodes guesses until you test them"]},{"_type":"tableRow","cells":["Predictive (AI)","A model learns which traits and behaviors came before won deals","A healthy volume of won and lost deals","Finds hidden patterns, but often can't explain a single score"],"_key":"cfca12f0448c"},{"_key":"d2a0479dd164","_type":"tableRow","cells":["Signal-based hybrid","AI combines many signals, and admins adjust the weights","Connected signal sources plus CRM outcomes","Takes setup across sources, but stays explainable and editable"]}]},{"children":[{"marks":[],"text":"Here's what most comparisons skip. The split that decides whether reps trust a score is black box versus explainable. A rules model nobody remembers building is just as opaque as any neural network.","_key":"e513c305a856","_type":"span"}],"markDefs":[],"style":"normal","_key":"7b5f27768984","_type":"block"},{"_key":"ddababa8a4c1","_type":"block","children":[{"_key":"65799d8c7a6b","_type":"span","marks":[],"text":"Account-Level vs. Contact-Level Scoring"}],"markDefs":[],"style":"h3"},{"_key":"image-9a8fe543e1280x672png","_type":"mainImage","alt":"Individual person scores rolling up into one account score","asset":{"_id":"image-7bcbca1c0f03da81e7c3e6e7b3d15529a8fe543e-1280x672-png","_type":"sanity.imageAsset","_rev":"Mac7TZNCor7fzOhjXDCJCq","_createdAt":"2026-11-06T17:02:07Z","_updatedAt":"2026-11-06T17:02:07Z","extension":"png","url":"https://cdn.sanity.io/images/vt347z5x/production/7bcbca1c0f03da81e7c3e6e7b3d15529a8fe543e-1280x672.png","sha1hash":"7bcbca1c0f03da81e7c3e6e7b3d15529a8fe543e","path":"images/vt347z5x/production/7bcbca1c0f03da81e7c3e6e7b3d15529a8fe543e-1280x672.png","assetId":"7bcbca1c0f03da81e7c3e6e7b3d15529a8fe543e","metadata":{"isOpaque":true,"lqip":"data:image/png;base64,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","palette":{"vibrant":{"foreground":"#fff","population":0,"title":"#fff","_type":"sanity.imagePaletteSwatch","background":"#1cc48c"},"_type":"sanity.imagePalette","darkMuted":{"_type":"sanity.imagePaletteSwatch","background":"#3f403f","foreground":"#fff","population":0.09,"title":"#fff"},"darkVibrant":{"title":"#fff","_type":"sanity.imagePaletteSwatch","background":"#107452","foreground":"#fff","population":0},"dominant":{"background":"#8dccba","foreground":"#000","population":0.3,"title":"#fff","_type":"sanity.imagePaletteSwatch"},"lightMuted":{"foreground":"#000","population":0.3,"title":"#fff","_type":"sanity.imagePaletteSwatch","background":"#8dccba"},"lightVibrant":{"background":"#64f8cc","foreground":"#000","population":0.01,"title":"#fff","_type":"sanity.imagePaletteSwatch"},"muted":{"title":"#fff","_type":"sanity.imagePaletteSwatch","background":"#57ab98","foreground":"#fff","population":0.09}},"thumbHash":"+ucBBIL4GOd3fIOJh3iof4j4hw==","_type":"sanity.imageMetadata","blurHash":"M5Qmn#-;~q?b4n~DWU.8S19F-pofJ6s:RP","dimensions":{"height":672,"width":1280,"_type":"sanity.imageDimensions","aspectRatio":1.9047619047619047},"hasAlpha":false},"originalFilename":"image.png","uploadId":"027a6e6afeeb737bfd5338fc4606425862792ce0","size":523304,"mimeType":"image/png","filename":"image.png","width":1280,"height":672,"placeholderUrl":"https://cdn.sanity.io/images/vt347z5x/production/7bcbca1c0f03da81e7c3e6e7b3d15529a8fe543e-1280x672.png?rect=416,0,448,672&w=%width%&h=%height%&q=80","id":"image-7bcbca1c0f03da81e7c3e6e7b3d15529a8fe543e-1280x672-png","children":[],"parent":null}},{"style":"normal","_key":"74a8da9c2e30","_type":"block","children":[{"marks":[],"text":"Contact-level scoring rates one person at a time. Account-level scoring rates the whole company. In B2B, neither works alone, because one person rarely buys anything by themselves.","_key":"8606cf419919","_type":"span"}],"markDefs":[]},{"_key":"55a079965518","_type":"block","children":[{"_type":"span","marks":[],"text":"The ","_key":"016dd5efb815"},{"marks":["59b0f4c9d70a"],"text":"Forrester State of Business Buying","_key":"55b99331902d","_type":"span"},{"text":" report found that the typical buying decision now includes 13 internal stakeholders and nine external influencers. A single contact score can't see that a champion, a finance lead, and two engineers from the same company all showed up this week.","_key":"c36bec353979","_type":"span","marks":[]}],"markDefs":[{"href":"https://www.forrester.com/press-newsroom/forrester-2026-the-state-of-business-buying/","_key":"59b0f4c9d70a","_type":"link"}],"style":"normal"},{"_type":"block","children":[{"text":"The fix is person-level scoring that rolls up to the account. Each person gets a score, and the account score reflects the whole buying group. Our guide to ","_key":"45f12b8b7730","_type":"span","marks":[]},{"_key":"07cf451beea3","_type":"span","marks":["9b4707f5b2b4"],"text":"scoring leads and accounts together"},{"text":" explains how that rollup works.","_key":"980b152afd36","_type":"span","marks":[]}],"markDefs":[{"_key":"9b4707f5b2b4","_type":"link","href":"https://www.commonroom.io/blog/score-leads-and-accounts-using-every-signal/"}],"style":"normal","_key":"4e72ca73dad1"},{"markDefs":[],"style":"h2","_key":"4b205f701a9d","_type":"block","children":[{"marks":[],"text":"How to Evaluate Lead Scoring Software","_key":"33896c044f06","_type":"span"}]},{"markDefs":[],"style":"normal","_key":"44ac6914a27e","_type":"block","children":[{"_type":"span","marks":[],"text":"Every vendor demo shows a clean score on a clean record. Your CRM isn't clean, so test each tool against these five criteria using your own data.","_key":"aab6ed26d50a"}]},{"markDefs":[],"style":"normal","_key":"f14f45634d9f","_type":"block","children":[{"_type":"span","marks":[],"text":"The order matters. If a tool fails the first criterion, the other four can't save it.","_key":"73dab00e0ddb"}]},{"_key":"84f3b81bb96e","_type":"block","children":[{"marks":[],"text":"Data Sources and Identity Resolution","_key":"be296ff6ce58","_type":"span"}],"markDefs":[],"style":"h3"},{"children":[{"_key":"1956888f7d67","_type":"span","marks":[],"text":"A score is only as good as what goes into it. Form fills and email opens show a thin slice of buyer activity. Plenty of buying happens where a marketing automation tool never looks: product usage, anonymous website visits, community threads, and job changes."}],"markDefs":[],"style":"normal","_key":"1eed9c9e01b8","_type":"block"},{"children":[{"text":"Identity resolution is the process of matching scattered activity to a real person and company. It ties a Gmail signup or an anonymous pricing page visit to the VP of finance at an account you care about. Without it, your strongest signal sits on a record named \"jsmith88\" that nobody works.","_key":"c93afd192d2c","_type":"span","marks":[]}],"markDefs":[],"style":"normal","_key":"0841c1499ae6","_type":"block"},{"style":"normal","_key":"408e64c78476","_type":"block","children":[{"_type":"span","marks":[],"text":"Common Room customers see a 2-3x lift in propensity-to-buy by scoring across all signals in Common Room. For comparison, a form fill to talk to sales shows a 4x lift. In other words, stacked quiet signals get close to a hand raise before the buyer ever fills out the form.","_key":"47d4b2a93dd7"}],"markDefs":[]},{"markDefs":[{"_type":"link","href":"https://www.commonroom.io/product/person-360/","_key":"ce8c89c07c58"}],"style":"normal","_key":"3cce50fd2a1f","_type":"block","children":[{"_type":"span","marks":[],"text":"When you talk to vendors, ask how each one connects personal emails and anonymous visits to known buyers. Use ","_key":"fa23ae629f2a"},{"_key":"0d3a4ad8d80c","_type":"span","marks":["ce8c89c07c58"],"text":"identity resolution with Person360"},{"text":" as your benchmark for what that should look like.","_key":"af5122e9b5fb","_type":"span","marks":[]}]},{"children":[{"_type":"span","marks":[],"text":"Fit, Behavior, and Timing Signals","_key":"1e73a60b048b"}],"markDefs":[],"style":"h3","_key":"6ad22d21af46","_type":"block"},{"_key":"cfe2f9951a0e","_type":"block","children":[{"_key":"a626f7eb552f","_type":"span","marks":[],"text":"Good scoring software reads three kinds of buying signals. Each one answers a different question about a buyer."}],"markDefs":[],"style":"normal"},{"level":1,"listItem":"bullet","markDefs":[],"style":"normal","_key":"6c0560c77519","_type":"block","children":[{"_key":"af3a6d6621d4","_type":"span","marks":["strong"],"text":"Fit signals:"},{"marks":[],"text":" Firmographic data (facts about a company, like industry and size) and role show whether this person could buy.","_key":"f008001dbffe","_type":"span"}]},{"style":"normal","_key":"53a7c4a7554a","_type":"block","children":[{"text":"Behavior signals:","_key":"dfe0f1562cd5","_type":"span","marks":["strong"]},{"text":" Product usage, website visits, and social engagement show whether this person is interested.","_key":"06c0e47284a1","_type":"span","marks":[]}],"level":1,"listItem":"bullet","markDefs":[]},{"_type":"block","children":[{"_key":"fab33364a895","_type":"span","marks":["strong"],"text":"Timing signals:"},{"marks":[],"text":" Job changes, new funding, and hiring show whether now is the right moment.","_key":"14fef93e96a5","_type":"span"}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal","_key":"1629b19abd48"},{"_type":"block","children":[{"_key":"4fe412cf40d2","_type":"span","marks":[],"text":"Signal stacking means scoring these together. One pricing page visit is a maybe. A new VP at an ICP account, three active teammates, and a pricing page visit add up to a conversation worth having this week."}],"markDefs":[],"style":"normal","_key":"ada1a914a2d5"},{"markDefs":[],"style":"normal","_key":"d8d9b6c10378","_type":"block","children":[{"text":"Third-party intent data, meaning research activity tracked on other websites, can add useful context. It works best stacked on top of first-party signals you own, since it usually points to a company rather than a person.","_key":"512f03c53612","_type":"span","marks":[]}]},{"markDefs":[],"style":"h3","_key":"b6998fddd9f9","_type":"block","children":[{"marks":[],"text":"CRM Sync and Routing","_key":"c60c1bddb1e7","_type":"span"}]},{"style":"normal","_key":"8e4fd3ed5fc1","_type":"block","children":[{"_key":"b064e0fecb4b","_type":"span","marks":[],"text":"CRM-native scoring lives inside your CRM. Standalone platforms score outside the CRM and push results back in. Native tools read CRM data easily but miss signals that never reach the CRM, so a standalone tool is only as useful as its sync."}],"markDefs":[]},{"style":"normal","_key":"0a1c29f6d85c","_type":"block","children":[{"_key":"ee57395cf227","_type":"span","marks":[],"text":"Check these three things before you sign:"}],"markDefs":[]},{"_type":"block","children":[{"_type":"span","marks":["strong"],"text":"Two-way sync:","_key":"ee77db852b00"},{"text":" Scores and CRM fields update in both directions, so neither system goes stale.","_key":"65541a16170a","_type":"span","marks":[]}],"level":1,"listItem":"bullet","markDefs":[],"style":"normal","_key":"a6890d81b11b"},{"level":1,"listItem":"bullet","markDefs":[],"style":"normal","_key":"d2a1e26c812d","_type":"block","children":[{"_key":"730e65c7e788","_type":"span","marks":["strong"],"text":"Write-back fields:"},{"marks":[],"text":" The score, its range, and its top reasons land in fields reps already use.","_key":"7e18c0fa9b27","_type":"span"}]},{"listItem":"bullet","markDefs":[],"style":"normal","_key":"b93f416f1ec6","_type":"block","children":[{"_type":"span","marks":["strong"],"text":"Routing rules:","_key":"382298fdf7e7"},{"_key":"fb6ef27d3b82","_type":"span","marks":[],"text":" A score change can assign a lead, create a task, or alert a rep in Slack."}],"level":1},{"children":[{"text":"Also confirm scores reach your marketing automation platform. If marketing nurtures on one number and sales prioritizes on another, you'll spend pipeline reviews debating which one is right.","_key":"9dbfc7026103","_type":"span","marks":[]}],"markDefs":[],"style":"normal","_key":"c6c33f1f97d5","_type":"block"},{"children":[{"text":"Score Transparency for Reps","_key":"31aa258311b9","_type":"span","marks":[]}],"markDefs":[],"style":"h3","_key":"117208936f95","_type":"block"},{"markDefs":[],"style":"normal","_key":"535c41aad562","_type":"block","children":[{"marks":[],"text":"Remember the grad student? The rep started re-qualifying every lead because the score couldn't explain itself. Transparency means a rep can see why a score rose or fell, down to the specific action and attribute.","_key":"0777ccd8c378","_type":"span"}]},{"markDefs":[{"href":"https://www.mckinsey.com/capabilities/quantumblack/our-insights/building-ai-trust-the-key-role-of-explainability","_key":"bca92f955917","_type":"link"}],"style":"normal","_key":"9a252117c556","_type":"block","children":[{"marks":[],"text":"This trust problem reaches well beyond sales. McKinsey's 2024 state-of-AI survey asked about it directly. In ","_key":"50fce499d5b1","_type":"span"},{"_key":"dc072bf06450","_type":"span","marks":["bca92f955917"],"text":"McKinsey on AI explainability"},{"_type":"span","marks":[],"text":", its November 2024 article on the results, 40% of respondents identified explainability as a key risk in adopting gen AI.","_key":"7a6a2c6fec6f"}]},{"_key":"4df6ab34c02f","_type":"block","children":[{"text":"That survey covered gen AI broadly, not lead scoring. Still, the lesson carries over: People don't act on outputs they can't explain.","_key":"cb279c79ae6d","_type":"span","marks":[]}],"markDefs":[],"style":"normal"},{"_key":"d3a3fc7a85ad","_type":"block","children":[{"text":"In every demo, pick a high score and ask the vendor to explain it in one click. Our take on ","_key":"6e11a18af3a8","_type":"span","marks":[]},{"_key":"29a87e06e566","_type":"span","marks":["0863f2c1b57f"],"text":"escaping the lead scoring black box"},{"_key":"c5c8b5b308f1","_type":"span","marks":[],"text":" covers what a good answer looks like."}],"markDefs":[{"_key":"0863f2c1b57f","_type":"link","href":"https://www.commonroom.io/blog/lead-scoring-transparency/"}],"style":"normal"},{"_key":"00820beb6a7a","_type":"block","children":[{"_key":"9162e0918651","_type":"span","marks":[],"text":"Admin Control and Governance"}],"markDefs":[],"style":"h3"},{"style":"normal","_key":"7fe18e07b638","_type":"block","children":[{"_type":"span","marks":[],"text":"RevOps owns the score, so RevOps needs the controls. Check who can edit weights, change score ranges, and swap models. Then check whether those changes leave a record you can review later.","_key":"6abdda158f41"}],"markDefs":[]},{"_type":"block","children":[{"marks":[],"text":"Watch for tools that need a data scientist to change one weight. If tuning takes a ticket and a sprint, the model drifts from reality while it waits in the queue.","_key":"3abc5bc13e6c","_type":"span"}],"markDefs":[],"style":"normal","_key":"092c32edea60"},{"_key":"3e8fedb1d56c","_type":"block","children":[{"text":"Here's the warning sign to listen for. 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