Learning Objective
By the end of this guide, you'll know how to set up and use lead scoring to prioritize highly engaged leads, filter prospects by score, and focus your outreach on the most promising opportunities.
Why This Matters
Manually tracking which leads are most engaged wastes time and causes you to miss opportunities. Without lead scoring:
❌ You can't quickly identify your hottest prospects
❌ You waste time on cold leads instead of warm ones
❌ Your team lacks alignment on which leads to prioritize
❌ High-intent leads slip through the cracks
Using lead scoring helps you:
✅ Identify highly engaged leads instantly
✅ Prioritize follow-ups on warm prospects
✅ Align your team on lead priorities
✅ Improve conversion rates by focusing on the right people
Prerequisites
Before using lead scoring:
You have an active campaign with leads and activity (opens, clicks, replies)
Access to Settings to configure scoring rules
Understanding of campaign metrics (opens, clicks, replies, etc.)
Team alignment on what makes a lead "hot" or "cold"
What Is Lead Scoring?
Lead scoring automatically assigns points to each lead based on their engagement with your campaign. The more a lead interacts (opens, clicks, replies), the higher their score.
How it works:
Lead opens your email → +X points
Lead clicks a link → +Y points
Lead replies → +Z points
Lead visits your website → +A points
You configure the point values for each action in Settings.
Step 1: Set Up Lead Scoring Rules
Click your profile icon in the bottom-left, then select Settings
In the left sidebar, select Lead scoring
Define point values for each action (you can also enable/disable actions using the toggles)
Example configuration:
ActionPoints Email opened +5 Link clicked +10 Email replied +25 Website visited +15 LinkedIn profile visited +5 LinkedIn message replied +30
Tip: Assign higher points to actions that indicate stronger buying intent (replies > clicks > opens).
Click Save
Lead scoring is now active across all your campaigns and for your entire team.
Step 2: View Lead Scores in Your Campaign
See Scores in Lead List
In the left sidebar, go to Campaigns, then open the campaign you want to review
In your campaign, click Lead list, then check the Lead score column to see each lead’s score
What the score means:
High score (50+): Highly engaged, prioritize follow-up
Medium score (20–49): Some engagement, worth reaching out
Low score (0–19): Cold or no engagement, nurture or skip
Filter Leads by Score
In the Lead list, click the Filters (funnel) icon, select Lead score, choose a range (e.g., “91 to 100”), then click Apply
Now you see only the leads that meet your score criteria.
Step 3: Prioritize High-Scoring Leads in Tasks
Filter Tasks by Lead Score
Go to Tasks (left sidebar), then click Filters
Click Add a filter, then select Lead
Select Lead score
Open the Select Lead score dropdown and choose the score range you want to focus on (for example, 71 to 90 or 91 to 100)
Your Tasks list is now filtered to only show tasks for leads matching that score range
Step 4: Understand What Drove a Lead’s Engagement
To better understand why a lead’s score is increasing, review their engagement activity (opens, clicks, replies, LinkedIn events, etc.).
From the campaign Lead list, click a lead to open their profile
Open the Activities tab to review the events generated by that lead
What you'll see:
Actions the lead took (e.g., email opened, email replied)
When each action happened
Which campaign did the activity come from
This transparency helps you:
Understand which actions drive engagement
Optimize your campaign based on real behavior
Build trust in the scoring system
Step 5: Use Lead Scoring to Improve Outreach
Focus on High-Scoring Leads First
Daily workflow:
Check the Tasks section in the morning
Filter by Lead Score: 50+
Prioritize replies and follow-ups for these leads
Medium scores (20–49) can wait until later
Low scores (0–19) go into nurture or get removed
Align Your Team
Lead scoring is team-wide, everyone sees the same scores.
Use scoring to:
Assign high-scoring leads to senior reps
Route medium-scoring leads to SDRs
Create rules: "Only call leads with score 50+"
Standardize follow-up prioritization
Adjust Scoring Rules Based on Results
After a few weeks, review which actions correlate with conversions:
Do leads who click links convert more than those who just open?
Are replies the strongest signal?
Adjust point values to reflect what actually drives conversions
Example adjustment:
Original: Reply = +25, Click = +10
After analysis: Clicks don't convert well → lower Click to +5
Result: High scores more accurately reflect real buying intent
How You'll Know It Worked
✓ Lead scores appear in the campaign Lead list
✓ High-scoring leads are more engaged and convert at higher rates
✓ Your team prioritizes the same leads based on scores
✓ You spend less time manually tracking engagement
✓ Conversion rates improve because you focus on warm leads
Troubleshooting
Issue: Lead scores aren't showing
Root cause: Lead scoring is not enabled, or leads have no activity yet.
Fix:
Go to Settings → Lead Scoring and verify rules are saved
Confirm leads have activity (opens, clicks, replies)
Refresh the Leads page
Issue: All leads have low scores (0–10)
Root cause: Low engagement, or point values set too low.
Fix:
Review campaign metrics, are leads opening/clicking?
If engagement is low, improve subject lines and email copy
If engagement is good but scores are low, increase point values in Settings
Issue: Lead scores don't match expected engagement
Root cause: Scoring rules don't reflect actual buying intent.
Fix:
Review which actions lead to conversions (replies > clicks > opens)
Adjust point values to emphasize high-intent actions
Test and iterate over a few weeks
Issue: Can't filter leads by score
Root cause: Filter not available, or browser issue.
Fix:
Refresh the page
Try a different browser
Contact support if the issue persists
Optimization Tips
Assign higher points to high-intent actions: Replies should be worth more than opens (e.g., Reply = +25, Open = +5).
Review scores weekly: Check if high-scoring leads are actually converting—adjust rules if needed.
Use score thresholds: Create rules like "Only call leads with score 40+" to save time.
Combine with Signals: Use lead scoring + Signals (hiring, website visits) to identify ultra-hot prospects.
Filter tasks by score daily: Start each day by tackling high-scoring leads first.
Test different point values: Experiment with scoring rules and track which configurations improve conversion rates.
Share scoring criteria with your team: Ensure everyone understands what makes a lead "hot" and why.
Track score trends: Monitor if average lead scores increase over time as you improve targeting and messaging.
Frequently Asked Questions
Can I manually adjust lead scores? No, lead scores are automatically assigned based on interactions. This ensures consistency across your team.
How does lead scoring improve my outreach? By prioritizing high-scoring leads, you focus on the most engaged prospects, leading to better conversion rates and more effective follow-ups.
Does lead scoring work across all campaigns? Yes, scoring rules apply to all campaigns team-wide. You can't set different rules per campaign (yet).
Can I see historical score changes? Currently, you see the current score and the underlying engagement activity. Historical score tracking isn't available yet.
What's a "good" lead score? It depends on your scoring rules. Generally, 50+ indicates high engagement. Adjust thresholds based on what works for your business.