If you're juggling too many leads and not enough time, automating lead scoring is a no-brainer. Manual qualification is slow and inconsistent. You need a way to spot the best prospects—fast—so you can spend less time sifting and more time closing. This guide is for sales teams, founders, or anyone using Goprospero who'd rather automate the grunt work and focus on real selling.
Let’s cut through the fluff and get your lead scoring set up the right way.
Why Automate Lead Scoring in the First Place?
If you’re reading this, you probably don’t need convincing. But, just to be clear:
- Manual scoring is error-prone. People get tired, distracted, or just guess.
- You waste time on junk leads. Without automation, you’ll end up chasing folks who’ll never buy.
- Consistency matters. Automation means every lead gets measured the same way—no playing favorites.
But before you automate, you should have a handle on what actually makes a good lead for your business. Automation won’t fix a bad scoring model—it’ll just make your mistakes faster.
Step 1: Know What Makes a Good Lead (Don’t Skip This)
Before you jump into Goprospero, get your criteria straight. Otherwise, you’ll just automate noise.
What to consider: - Firmographics: Company size, industry, location. (Don’t overthink it—pick what matters.) - Behavior: Did they download a resource, request a demo, or just lurk on your blog? - Contact Details: Job title, decision-maker status, email quality. - Engagement: Have they opened your emails, replied, or visited your pricing page?
Pro Tip:
Talk to your top sales reps. What do your best customers have in common? Start there.
What to ignore:
Don’t get hung up on vanity metrics like social media likes or newsletter signups unless they actually lead to sales. Keep it tied to real buying intent.
Step 2: Set Up Lead Scoring Rules in Goprospero
Now, let’s get into the weeds.
1. Log in and Find the Lead Scoring Section
- Sign in to Goprospero.
- Go to your dashboard.
- Look for “Lead Scoring” or “Scoring Rules” (usually under Settings or Automation).
If you can’t find it, use search or check their help docs. If it’s not in your plan, consider if the upgrade is worth it for you. (Don’t just pay for features you won’t use.)
2. Decide on Your Scoring Model
Most tools let you assign points for actions or attributes. Here’s how to keep it simple:
- Assign points for “good” actions:
- Visited pricing page: +10
- Booked a demo: +15
- Job title: “VP” or “Director”: +8
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Company size: 50–500 employees: +5
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Subtract points for “bad” signals:
- Gmail/Yahoo email: –5
- Unsubscribed from emails: –10
Don’t overcomplicate this. Start with a few rules and add more as you see what works. If you try to score everything, you’ll drown in settings.
Honest take:
Most companies overthink the scoring model. It’s not a science experiment—just a way to triage leads.
3. Use “AND/OR” Logic for Flexibility
Set rules like: - “If job title is ‘Manager’ AND company is in SaaS, add 10 points.” - “If opened last 3 emails OR visited product page, add 7 points.”
This lets you fine-tune things, but don’t build a Rube Goldberg machine. Simpler is better, especially at first.
Step 3: Automate Data Collection—Don’t Score Blanks
Lead scoring is only as good as your data. If you don’t have the info, your scores will be junk.
1. Connect Your Forms and Integrations
- Make sure your lead capture forms map to the right fields in Goprospero.
- If you’re using web forms, chatbots, or third-party tools, set up integrations (Zapier, native apps, etc.) so the data flows automatically.
2. Use Enrichment Tools If Needed
If you only have a name and email, consider using a data enrichment tool (think Clearbit, Apollo, or similar) to fill in company info or job titles automatically.
Caution:
Don’t blindly trust enrichment data. It’s sometimes outdated or just plain wrong. Use it to fill gaps, not as gospel.
3. Double-Check Your Field Mapping
Go into your Goprospero settings and make sure fields like “Job Title,” “Company Size,” and “Industry” are being captured and mapped correctly. Otherwise, your scoring rules won’t trigger.
Step 4: Set Up Alerts and Workflows
Scoring leads is step one. Actually using the scores is what matters.
1. Build Notifications for Hot Leads
- In Goprospero, create alerts for when a lead crosses a certain score threshold (e.g., 50 points).
- Send these alerts via email, in-app notifications, or push to Slack/CRM.
This helps sales reps follow up quickly—when the lead’s actually warm.
2. Auto-Assign or Route Leads
Set up automations so high-scoring leads are: - Assigned to your best reps. - Dropped into specific nurturing sequences. - Synced to your main CRM (if Goprospero isn’t your primary tool).
Pro Tip:
Don’t just dump all leads into the same bucket. Automate next steps based on score (e.g., immediate call vs. drip campaign).
Step 5: Test, Tweak, and Ignore the Hype
No system is perfect out of the gate. Set a reminder to review your scoring every month.
- Are your “hot” leads actually closing?
- Are good leads being missed because of bad data or rules?
- Is your team actually using the scores?
If you’re not seeing better results after a few weeks, simplify your rules. Or, if you’re swamped with “hot” leads who never buy, raise your thresholds.
Ignore:
Wild claims from vendors about “AI-powered scoring” unless you have the volume and data quality to support it. For most teams, simple rules based on real sales data work just fine.
Step 6: Keep Sales and Marketing on the Same Page
Automated lead scoring works best when everyone agrees on what a “qualified” lead looks like.
- Share your scoring rules with sales and marketing.
- Get feedback—are you sending good leads, or just more leads?
- Adjust as your business changes.
Reality check:
If your definition of a qualified lead changes every month, your automation will always be playing catch up.
Bonus: What to Avoid (Mistakes That Waste Time)
- Scoring everything: Focus on the 3–5 top signals. Ignore the noise.
- Setting and forgetting: Review your rules. The market changes.
- Letting bad data pile up: Clean your lists. Delete obvious junk.
- Not training your reps: If they don’t use the scores, what’s the point?
Wrapping Up
Automating lead scoring in Goprospero isn’t magic—it’s just a way to get the right leads in front of your sales team, faster. Start simple. Use real signals tied to deals you’ve closed. Automate what you can, but don’t expect miracles overnight. Review, tweak, and—most importantly—make sure your team actually uses the scores.
Keep it tight, keep it simple, and don’t be afraid to scrap what’s not working. The goal is less busywork and more closed deals. That’s it.