Adding Behavioral & Engagement Triggers to Lead Scoring

Overview
Boost scores based on prospect activity—like page visits, email opens, or demo requests—so your team knows which leads are actively engaging.

Procedure

1. In Lead Scoring, click Add Scoring Rule.

2. Choose Behavioral Trigger.

3. Select an event (e.g. Visited Pricing Page, Opened Email, Downloaded Whitepaper).

4. Define the trigger details:

   • Frequency (once vs. recurring)

   • Points per occurrence or per unique day

5. (Optional) Add a Decay window so old behaviors gradually drop off.

6. Save.

Tips

• Start with high‑value behaviors (demo booked, proposal viewed) at 20–30 points each, and lower‑value ones (email open) at 1–5 points.

• Use decay (e.g. −10% per week) for time‑sensitive triggers so stale activity doesn’t keep inflated scores.

• Test your model by comparing behavioral scores against closed‑won rates to fine‑tune point values.