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How lead scoring works
Understand the 0–100 lead score and the Hot, Warm and Cold bands, and how to use them to decide who to call first.
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Every lead is scored automatically so your team can see who to call first.
What the score is based on
The score runs from 0 to 100 and takes into account:
- how contactable the lead is
- how urgently they want to buy
- their budget
- intent keywords in what they wrote
- the quality of the source they came from
- the priority you set
- how engaged they have been
Hot, Warm and Cold
The score is turned into a band: Hot, Warm or Cold. The lead list can be sorted hottest first, so the first rows are the people most worth calling.
How to use it
- Open the lead list.
- Sort by score so the hottest leads are at the top.
- Work through the Hot leads first, logging each call on the lead's timeline.
- Review Warm leads next, and leave Cold leads for follow-up sequences.
Good to know
- The score updates as the lead record changes, for example when you add a budget or a timeframe.
- A better-filled lead scores higher, so ask your team to complete the contact details, budget and timeframe fields.