Focus on Hot Leads First
AI-powered lead scoring automatically ranks leads by conversion likelihood. Stop wasting time on tire-kickers. Focus on hot leads that are ready to buy.
❌ Without Lead Scoring
- • Treat all leads equally (waste time on cold leads)
- • Don't know which leads are hot vs cold
- • Miss urgent opportunities (hot leads go cold)
- • Sales reps cherry-pick leads arbitrarily
- • Can't measure lead quality by source
- • No way to prioritize follow-up queue
Result: 60% of time spent on leads that never convert
✅ With Lead Scoring
- ✓ Know exactly which leads to call first
- ✓ Hot leads (90+) flagged for immediate follow-up
- ✓ Catch surge interest (score jumps 30 points)
- ✓ Fair lead distribution based on score
- ✓ Track which sources send best leads
- ✓ Automated prioritization (no guesswork)
Result: 3X more time on high-value leads, 47% higher close rate
How Lead Scoring Works in Lead16
Track Interactions
Points earned for engagement with your business:
- • Opens email: +5 points
- • Clicks link: +10 points
- • Visits website: +8 points
- • Opens 3+ emails: +15 points
- • Watches demo video: +20 points
Ideal Customer Profile
Points based on how well lead matches ICP:
- • Company size match: +20 points
- • Industry relevance: +15 points
- • Budget range confirmed: +25 points
- • Decision maker: +20 points
- • Geographic match: +10 points
Intent Signals
High-intent actions earn major points:
- • Requests demo: +30 points
- • Views pricing page: +20 points
- • Downloads case study: +15 points
- • Asks about timeline: +25 points
- • Mentions urgent need: +30 points
Cold Leads
Low engagement, poor fit, or no intent signals. Put in nurture sequence.
Warm Leads
Moderate engagement and fit. Follow up within 24 hours.
Hot Leads
High engagement + great fit + intent signals. Call within 5 minutes!
Lead Scoring Features
Real-Time Scoring
Scores update automatically as leads take actions. See score changes live in your CRM. When lead opens email, score increases immediately. When they request demo, score jumps 30 points.
Customizable Scoring Rules
Tailor scoring to your business. Adjust point values, add custom criteria, define your ideal customer profile. What works for SaaS is different than real estate.
| Action | Default Points | Your Custom Points |
|---|---|---|
| Opens email | 5 | |
| Requests demo | 30 | |
| Enterprise company | 20 |
Score-Based Alerts
Get notified when leads become hot, when scores surge, or when high-value leads go cold. Never miss a hot opportunity.
- 🔥 Hot lead alert: "Sarah Johnson (Acme Corp) just hit 95! Call now."
- 📈 Surge alert: "John Smith's score jumped 35 points in 1 hour"
- ❄️ Going cold: "Mike Chen hasn't engaged in 14 days, score dropped to 45"
- 🎯 Daily digest: "You have 7 hot leads and 23 warm leads today"
Automated Actions by Score
Trigger workflows automatically based on lead scores. Route hot leads to senior reps, cold leads to nurture, warm leads to standard queue.
- → Notify sales rep via SMS
- → Assign to senior rep
- → Send urgent email template
- → Create high-priority task
- → Unassign from sales rep
- → Add to 30-day nurture
- → Tag as "low priority"
- → Remove from daily queue
Score Analytics & Reporting
Track scoring effectiveness. See average score by source, conversion rates by score range, and how long leads stay at each score level.
Lead Source Quality Scoring
See which marketing channels send the best leads. Avg score by source shows where to invest marketing budget.
| Source | Avg Score | % Hot Leads | Conversion |
|---|---|---|---|
| Referral | 87 | 42% | 68% |
| 72 | 18% | 31% | |
| Website | 58 | 8% | 22% |
| Cold Email | 31 | 2% | 4% |
Insight: Referrals have avg score of 87 vs cold email's 31. Double down on referral program!
📈 Real Example: SaaS Company Increased Close Rate 47%
Before Lead Scoring
TechCo had 500 leads/month. Sales reps didn't know which to call first. They worked leads randomly or cherry-picked based on company name.
❌ 60% of time spent on cold leads that never converted
❌ Hot leads waited 3-5 days for follow-up (went cold)
❌ Reps fought over "good" leads
❌ No way to measure lead quality by source
Close rate: 11%
After Lead Scoring
Implemented Lead16 scoring. Hot leads auto-assigned to senior reps, cold leads to nurture, warm leads to standard queue.
✅ 80% of time on hot/warm leads (score 60+)
✅ Hot leads contacted within 5 minutes
✅ Fair distribution based on score + rep capacity
✅ Discovered referrals have avg score of 92
Close rate: 29% (up 47% relative)
TechCo's Results:
Lead Scoring Comparison
| Feature | Lead16 | HubSpot | Salesforce | Pipedrive |
|---|---|---|---|---|
| Automatic Scoring | ✅ Included | ⚠️ Pro+ only ($800/mo) | ⚠️ Paid add-on | ❌ No |
| Real-Time Updates | ✅ | ✅ | ⚠️ Delayed | - |
| Custom Scoring Rules | ✅ Unlimited | ⚠️ Limited | ✅ Yes | - |
| Score-Based Automation | ✅ | ⚠️ Pro+ only | ⚠️ Complex | - |
| Source Quality Reports | ✅ Built-in | ✅ | ⚠️ Custom reports | - |
| Price | $29/mo | $800+/mo | $150+/user/mo | No scoring |
Frequently Asked Questions
Lead scoring is the process of assigning numerical values (scores) to leads based on their likelihood to convert. Lead16 automatically scores leads using engagement (email opens, website visits), fit (company size, industry, budget), and behavior (requested demo, downloaded content). Hot leads (90+ score) get priority attention.
Lead16 scores leads automatically based on 3 factors: (1) Engagement - email opens, link clicks, site visits, (2) Fit - company size, industry match, budget range, decision maker authority, (3) Behavior - requested demo, viewed pricing, download content, urgency signals. Scores update in real-time as leads take actions.
In Lead16: Hot leads = 90-100 (very high conversion probability), Warm leads = 60-89 (moderate conversion probability), Cold leads = 0-59 (low conversion probability). Hot leads should be contacted within 5 minutes. Warm leads within 24 hours. Cold leads go into nurture sequences.
Yes! Customize scoring rules in Lead16: assign point values to specific actions (opened email = 5 points, requested demo = 30 points), set fit criteria weights (enterprise size = 20 points, SMB = 10 points), define negative scoring (unsubscribed = -50 points). Tailor scoring to your sales process.
Yes! Trigger actions based on scores: when lead hits 90 (hot) → notify sales rep immediately, when lead drops below 40 → move to nurture sequence, when score increases by 30 points in 24 hours → tag as "surge interest". Automate based on score changes.
Start Lead Scoring Today
Automatic lead scoring included in $29/mo plan. Prioritize hot leads, close more deals.