This message was deleted.

You can start with 4 buckets - demographics ( based on your ICP ), website behaviours, product engagements and spam/junk detection. Then list down all the parameters and score points on them. Run the model for your historic inbound leads(last quarter) and find out the threshold score. How I did is plotting out histograms of scores for inbound leads and the range of scores for leads which move to qualified opportunities or customers. You would get a range of good scores. Once the model is tested, you can go ahead and implement it for new leads

Made this some time back. Start from ICP. https://docs.google.com/spreadsheets/d/1im159DaOrYZ33A-Z7ZJQKVwm9nFzLwnO/edit?usp=sharing&ouid=111397350147234351802&rtpof=true&sd=true

Excellent guide from Adobe for beginners (esp Page 15 onwards which has some helpful templates) Another crazy rersource is from Breadcrumb - see this worksheet template and guide for it attached as well. Enjoy!

Here's something which I use personally: Lead scoring can happen on 4 dimensions (with each dimension holding multiple sub-factors each having their own weights): • demographic (job function, seniority, age) • firmographic (country, company size, industry, revenue, tech stack) • intent (what are they searching for, what are they reading) • behavioral (time spent on site, pageviews, content downloaded, product features used, no. of logins) All 4 are important. Internally for your business decide which dimensions and sub-factors are most important and decide your hierarchy and weightage for each sub-factor. Basically you can come up with your own formula of when to "qualify" a lead to send to sales.