What This Is: A 3-part system to automate your entire lead scoring pipeline — from ICP definition and scoring model through enrichment, routing, and 30-day optimization — so every hot lead reaches your sales team within minutes.
warningWhy You Need This
Most microteams waste 10–15 hours a week manually reviewing leads, guessing who is a good fit, and updating CRM fields. By the time a rep gets to a hot lead, it has already gone cold.
Lisa's team cut lead admin from 12 hours a week to 2 hours, dropped response time from 8 hours to 15 minutes, and grew their close rate from 22% to 34% — all by automating scoring and routing.
lightbulbHow to Use This System
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Week 1 — Define & Build (2–3 hours): Use Part 1 to analyze your best customers, define your ICP, and assign point values to each scoring attribute.
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Week 2 — Set Up Enrichment (2–4 hours): Follow the enrichment setup guide in Part 2 for your CRM, then configure your routing rules.
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Week 3 — Automate & Test (3–5 hours): Deploy the 5 pre-built workflows from Part 3, test end-to-end, and publish.
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Month 2–3 — Optimize (1–2 hours): Run the 30-day optimization framework to adjust point values based on real conversion data.
Details provided for members.
Tip 1: Start Simple — Don't build a 50-point model on day one. Start with 3–5 key attributes (company size, job title, requested demo). Refine monthly.
Tip 2: Test with Your Last 20 Leads — Before automating, manually score your last 20 leads using the model. Do A leads look like your best customers? If not, adjust before going live.
Tip 3: Alert Only on A Leads — If every lead triggers a Slack notification, alerts become noise. Only ping the team for Score >= 80.
Tip 4: Build a Manual Override — Sometimes a C-scored lead is perfect (small startup, but the CEO is ready to buy). Let reps manually upgrade scores when they spot these.