Defining Your Lead Scoring Model

Overview:
Before you score leads, decide which attributes and actions matter most—this becomes your scoring model.

Steps:

1. Go to Lead Scoring & Ranking → Scoring Models.

2. Click + New Model.

3. Add Fit Criteria (e.g., Industry = “Technology,” Company Size > 50).

4. Add Behavior Criteria (e.g., Visited Pricing Page, Clicked Email Link).

5. Assign point values to each criterion and click Save.

Tips & Best Practices:

• Weight fit and behavior separately so you can tweak each dimension.

• Base initial weights on your top 10% of existing customers.

• Document your model rationale for future audits.

Troubleshooting / FAQs:

• Q: Points aren’t being applied?
  A: Check that each criterion is enabled and that leads meet the exact condition.

• Q: How do I adjust a model?
  A: Edit the model, update point values or criteria, then re‑run scoring on existing leads.