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Create advanced Works with: Any AI

HubSpot Lead Scoring Model With Fit and Engagement

Table output Has example

Design a scoring model that sales trust.

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[VERIFY] is an editorial flag, not a blank to fill. Wherever the prompt shows [VERIFY], check that item against a reliable source before you use it.

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Design lead scoring in HubSpot. Our ideal customer: [ICP]. Behaviours that show interest: [BEHAVIOURS]. Behaviours that reduce interest: [NEGATIVE_BEHAVIOURS]. Closed won and lost customers I can describe: [PAST_DEALS].

Propose two scores: fit (company size, industry, role, region) and engagement (pages visited, emails clicked, form submissions, meetings booked), with points for each, decay over time, and no more than ten criteria since simple models are easier to maintain. Present the model as a table, marking property names I should check [VERIFY]. Define thresholds for marketing qualified and sales ready. Worked example for three invented leads with the arithmetic.

Validate by testing against 20 past contacts and past deals, adjust, and consider the risk of bias. Review scores with sales after a month: leads sales rejected and deals from low-scored leads. Consent and data rules affect which behaviour I may track [VERIFY]. Keep points on a simple scale such as plus or minus 5, 10 and 15, and say which criteria to drop first if the model feels too complicated. State the evidence you would need before trusting a threshold, such as the number of past deals tested.

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Invented scoring. Fit: company size 50 to 500 (+15), target industry (+15), decision-maker title (+10), country served (+10). Engagement: pricing page visit (+10), webinar attended (+15), email click (+3 each, max 9), inactive 30 days (-10). Lead A: size 120, target industry, manager, served country, pricing visit, 2 clicks: 15 + 15 + 0 + 10 + 10 + 6 = 56. Lead B: size 80, other industry, director, served country, webinar attended: 15 + 0 + 10 + 10 + 15 = 50. Threshold sales-ready: 60. Validate by scoring 20 past customers and 20 lost leads.

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