If you’re still manually sorting through leads, you’re wasting time. This guide is for sales and marketing folks who want to ditch guesswork and automate lead scoring in Aisdr—so reps spend more time closing, and less time qualifying.
Let’s get practical. Here’s how to actually set up, tune, and use automated lead scoring in Aisdr for real results (and skip what’s just marketing fluff).
Why Automate Lead Scoring in the First Place?
Manual lead scoring is slow, inconsistent, and let’s be honest—nobody enjoys it. Automation fixes that by:
- Cutting down hours spent reviewing leads.
- Surfacing the best opportunities (and hiding the tire-kickers).
- Giving your sales team something to trust, instead of a wild guess.
But here’s the catch: automation only works if you set it up right. Garbage in, garbage out. The good news? Aisdr makes the setup straightforward if you know what matters.
Step 1: Get Your Data in Order (Don’t Skip This)
Automated lead scoring is only as good as the info you feed it. Before you even open Aisdr, ask:
- Where do your leads come from? (Web forms, LinkedIn, events, etc.)
- What’s already tracked? (Job title, company size, engagement, etc.)
- What’s missing or messy? (Duplicate contacts, inconsistent fields, old data)
Pro Tip: Don’t bother automating until you’ve cleaned up the basics. Delete junk leads, standardize your fields, and make sure your CRM and Aisdr will sync cleanly.
What to ignore: Fancy AI promises about “finding patterns” in bad data. If your database is a dumpster fire, no tool will save you.
Step 2: Define What a Good Lead Actually Looks Like
You can’t automate something you haven’t defined. Sit with your sales team (yes, in real life or on a call) and hash out:
- What company traits matter? (Size, industry, location)
- What contact traits? (Title, seniority, department)
- What behaviors? (Email opens, demo requests, website visits)
Rank these traits by importance. If you can’t agree, pick a few you know matter and skip the rest for now.
Shortcuts that backfire: Don’t just copy a “standard” lead scoring template. Your business isn’t generic.
Step 3: Set Up Your Lead Scoring Rules in Aisdr
Now, crack open Aisdr and get into the lead scoring settings. Here’s how to build your scoring logic:
3.1. Create Scoring Criteria
In Aisdr, you’ll find options to add rules based on:
- Firmographics (company size, revenue, industry)
- Demographics (job title, seniority)
- Behavior (email engagement, page visits, event attendance)
- Custom fields (anything else you track)
Assign points to each one. Be realistic—don’t give everything a score of 10.
Example: - +10 if company has 100+ employees - +5 if contact is Director or above - +7 if they requested a demo in the last 14 days - -5 if their email bounces
Pro Tip: Start simple. It’s tempting to add 30 different criteria, but more rules = more things to break.
3.2. Set Score Thresholds
Decide what score makes someone “sales ready.” In Aisdr, you can set triggers for what happens when a lead crosses that threshold (like assigning to a sales rep or sending a notification).
- Hot lead: 20+ points
- Warm lead: 10–19 points
- Ignore for now: <10 points
These numbers aren’t magic. Tweak them as you go.
Step 4: Automate Actions When Scores Change
Scoring is useless if it just sits there. Use Aisdr’s automation to:
- Alert sales instantly when a lead turns hot (email, Slack, whatever you use)
- Route leads to the right rep or team based on territory or industry
- Kick off nurture sequences for leads that aren’t ready yet
What to skip: Don’t try to automate every possible outcome from day one. Focus on fast handoff to sales and simple nurture for everyone else.
Step 5: Test, Tune, and Ignore the Hype
After your system runs for a week or two, look at:
- Are the “hot” leads actually turning into deals?
- Are good prospects slipping through?
- Is sales ignoring the alerts? (If so, dig in—maybe the scoring’s off.)
Adjust your criteria and thresholds. This isn’t set-and-forget. Check in monthly, especially if your customer profile shifts.
Ignore this: Anyone telling you AI will “continuously optimize” your scoring without your input. You still need to look at what’s working.
Step 6: Keep Sales and Marketing in the Loop
Automated lead scoring falls apart if teams don’t trust it. Share what you’re doing, and show the results:
- Quick demo of the scoring logic and what triggers a lead handoff.
- Regular updates on what’s working (and what’s not).
- Take feedback seriously—if reps say the leads stink, dig into why.
Pro Tip: If you can’t explain your scoring system in five minutes, it’s too complicated. Keep it simple.
What Actually Works (and What Doesn’t)
Here’s the honest truth from the trenches:
What works: - Focusing on a handful of high-impact criteria (don’t overthink it). - Quick notifications to sales when a lead heats up. - Regularly reviewing and tweaking your rules.
What doesn’t: - Setting it and forgetting it. - Chasing every new AI or “predictive” scoring feature. Most are black boxes and hard to trust. - Overloading your team with too many “hot” leads—quality beats quantity.
Don’t Overcomplicate It
Automating lead scoring in Aisdr speeds up sales, but only if you keep things clear and practical. Start small, test what actually works for your team, and tweak as you go. Ignore the hype, focus on what really moves the needle, and you’ll spend less time qualifying and more time closing. That’s the whole point.