Lead Scoring 101 &
Sales Ready Lead Notification
A step by step guide for implementing
lead scoring and internal lead
notifications for your most sales ready
prospects in Hubspot
Set Up Custom Lead Scoring
Pageview Criteria
Use incremental
ranges of 5
Pageviews equal to
5 points
Be sure to use “is
greater than or
equal to” and “less
than” for the
ranges
Visits Criteria
Repeat up to 10 visits or more
Tip: Provide a score for “greater than or equal to”
above 10 to capture those visits
Repeat up to 10 downloads or more
Tip: You can weight certain downloads
(e.g. MOFU & BOFU) with higher scores
Downloads Criteria
Emails Opened Criteria
Emails Clicked Criteria
Establish Lead Scoring Ranges
Step 1: Create a List “All Leads”
Step 2: Export “All Leads” List to Excel
Establish Lead Scoring Ranges
Step 3: Sort Your Leads in Excel from Highest Lead Score to Lowest
Analyze this list. I calculate the average. A good rule of thumb is to
double the average score and use that as a bench mark of your most
qualified leads. So an average of 85 would suggest a lead score of 170
for a sales qualified lead.
Establish Internal Lead Notification for
Sales Qualified Leads
Step 1: Build Smart List for Leads > 200 (or whatever
your lead score analysis suggests)
Establish Internal Lead Notification for
Sales Qualified Leads
Step 2: Build Internal Email Alert Workflow –
Triggered by Smartlist “Leads > 200”
Establish Internal Lead Notification for
Sales Qualified Leads
Step 3: Create Internal Email with Relevant Contact
Properties
Tip: Internal emails in Hubspot can only have one recipient. Work with
sales to identify the best recipient.
