Lead scoring

Assigns a 0–100 score to each inbound signal based on buying signals extracted from the conversation.

Overview

Lead scoring analyzes each message for buying signals: budget mentions, timeline urgency, decision-maker authority, service fit, and engagement language. These signals are weighted and combined into an overall score (0–100). The score determines a tier (hot, warm, cool, cold), and tiers can be used as routing rule conditions to prioritize your best leads.

Scoring has two modes:

AI scoring: the AI reads the conversation and extracts buying signals automatically (requires AI on your plan)
Basic scoring: when AI is unavailable, keyword and pattern matching extracts signals instead

Both modes use the same scoring weights, so your tier thresholds work the same way regardless of mode.

Configuration

Enable/disable toggle

Turn AI lead scoring on or off. When disabled, signals still flow through the pipeline but skip the scoring stage. Rules that depend on score.tier or score.score conditions won't match.

Quick presets

Three scoring presets to get started:

Preset	Focus	Best For
Balanced	Equal weight on budget, timeline, and fit	Most businesses
Sales-Heavy	Prioritizes budget and decision-maker	High-ticket B2B
Service-Heavy	Weighs urgency and service fit higher	Service businesses, emergencies

Selecting a preset sets all weights and thresholds. You can then fine-tune individual values.

Signal weights

Points awarded when each signal is detected in the conversation. Grouped into three categories:

Purchase Intent

Signal	Description	Default
Budget Mentioned	Contact shared a specific budget/range	15 pts
Immediate Timeline	Wants to act now or within days	20 pts
Within 30 Days	Looking to decide within a month	15 pts
Within 90 Days	Exploring options for the quarter	5 pts

Lead Quality

Signal	Description	Default
Decision Maker (Confirmed)	Clearly identified as decision maker	15 pts
Decision Maker (Likely)	Appears to have buying authority	10 pts
Service Fit: High	Request closely matches services	20 pts
Service Fit: Medium	Partial match to services	10 pts

Engagement Signals

Signal	Description	Default
Urgency Language	"ASAP," "need a quote," "emergency"	10 pts
No Objections	No price concerns or hesitations	5 pts
No Competitors	Not comparison shopping	5 pts

Adjust each weight with the slider (0–30 points). The "Max possible" indicator shows the theoretical maximum score.

Tier thresholds

Leads are bucketed into tiers based on their score. Thresholds are evaluated top-down:

Tier	Default Threshold	Meaning
Hot	≥ 75	High-intent, ready to buy
Warm	≥ 50	Interested, needs nurturing
Cool	≥ 25	Early stage, low urgency
Cold	< 25	Informational, no buying signal

Adjust thresholds with sliders or direct number input. The visual tier bar shows how the score range is divided.

Using scores in routing rules

Score tier and numeric score are available as routing rule conditions:

IF score.tier = hot
THEN send_template: hot_lead_immediate_response
     update_crm: tag "hot-lead"
     create_task: priority high

IF score.score > 60
THEN notify_slack: #sales-alerts

How scoring works in the pipeline

When a message arrives, scoring happens automatically as part of the message processing:

The message is classified (what does the customer want?)
Scoring runs—buying signals are detected and weighted
The score determines the tier (hot, warm, cool, cold)
Routing rules can now use the score and tier to decide what to do

Tips

Start with the Balanced preset and adjust after seeing real scores in the Test Runner.
Lower the Hot threshold if you want more leads flagged for immediate attention.
Raise the Hot threshold if your team is overwhelmed with false-positive hot leads.
The "Max possible" indicator helps calibrate. If it's 150 but your Hot threshold is 75, a lead only needs half the signals to qualify as hot.
Use the Test Runner to paste real customer messages and see how they score before going live.

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