Playbooks

Lead Scoring with AI

Implement an AI-powered lead scoring system that predicts conversion likelihood based on behavioral signals, demographic data, and engagement patterns.

On this page

Overview

The workflow

Data Collection Setup
Define Scoring Model
Train AI Model
Implement Real-time Scoring
Sales Workflow Integration

Playbook Overview

01. When should you run this playbook?

  • When sales teams waste time on unqualified leads
  • When you need to prioritize leads objectively
  • When traditional scoring models aren't predictive enough
  • When you want to optimize sales resource allocation

02. Used by following teams

Sales OpsMarketing Ops

Time Savings Impact

85%

Score accuracy

prediction rate

40%

Sales efficiency

improvement

2x

Conversion rate

on scored leads

The workflow

STEP 1

Data Collection Setup

Connect all data sources to build comprehensive lead profiles.

01.CRM data (demographics, firmographics)
02.Marketing automation (email, web behavior)
03.Intent data (third-party signals)
04.Product usage data (for PLG models)
STEP 2

Define Scoring Model

Configure AI model parameters and training data.

{
"scoring_factors": {
"demographic": {
"job_title": 0.2,
"company_size": 0.15,
"industry": 0.1
},
"behavioral": {
"email_engagement": 0.15,
"website_visits": 0.1,
"content_downloads": 0.1,
"demo_requests": 0.2
},
"intent": {
"competitor_research": 0.15,
"category_searches": 0.1
}
},
"thresholds": {
"hot": 80,
"warm": 60,
"cold": 40
}
}
STEP 3

Train AI Model

Use historical conversion data to train the predictive model.

Model Training

Feed the model with at least 6 months of historical data including both converted and non-converted leads.

Regularly retrain the model with new data for improved accuracy
STEP 4

Implement Real-time Scoring

Deploy the model to score leads in real-time as new data comes in.

STEP 5

Sales Workflow Integration

Connect scoring to CRM and automate lead routing based on scores.

⚡ Automated Actions

• Route hot leads to senior sales reps
• Trigger nurture campaigns for warm leads
• Alert sales when scores increase significantly
• Auto-create tasks for follow-up
• Update lead status in CRM

Start scoring leads with AI precision

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