If you’re tired of sifting through a pile of leads just to find one worth your time, you’re not alone. Manual lead scoring is a drag—and honestly, it’s where good deals go to die. This guide is for sales teams and solo sellers who want to cut the busywork and let software handle the grunt work. I’ll walk you through how to automate lead scoring in Saleo, so you can spend more time talking to real prospects and less time messing with spreadsheets.
Let’s get right into it.
Why Bother Automating Lead Scoring?
Manual lead scoring is a black hole for your time. You end up relying on gut feelings, inconsistent data, and—let’s be real—whoever shouts loudest on the sales floor. Automating this process means:
- No more “I thought this lead looked good” moments.
- Consistent criteria, every time.
- More time focused on closing, not sorting.
But a word of warning: automation isn’t magic. It amplifies whatever rules you set up. If your scoring logic is junk, you’ll just get junk faster. So, you still need to think before you automate.
Step 1: Get Your Data House in Order
Before you even touch Saleo, make sure you have the right data about your leads. Garbage in, garbage out.
At minimum, you’ll want: - Contact info (email, phone, company) - Company size - Industry - Engagement data (have they opened emails, booked a demo, etc.)
Optional, but useful: - Job title/role - Location - Lead source
Pro tip: If you’re missing key data, consider using a data enrichment tool before moving to automation. Saleo isn’t going to magically fill in the blanks for you.
Step 2: Define (Realistic) Lead Scoring Criteria
Don’t overthink it. Start simple and focus on what actually predicts a good lead for your business. Here’s a no-nonsense way to do it:
Ask yourself: - What do my best customers have in common? (Industry, size, job title, etc.) - What actions do hot prospects always take? (Book demo, download whitepaper, reply to email)
Example scoring criteria: - +10 points if company size is 100-500 employees - +5 points if job title includes “Director” or higher - +15 points if they’ve replied to an email in the last week - -10 points if company is outside your target geography
Keep it simple for now. You can tweak later.
Step 3: Set Up Lead Scoring Rules in Saleo
Here’s where Saleo earns its keep. The platform lets you build scoring models (fancy word for “if this, then that” rules) and applies them automatically.
To set up automated scoring in Saleo:
- Log in and head to the Lead Scoring section.
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This is usually found under “Settings” or “Automation.” If it’s buried, search for “Lead Scoring” in the help docs.
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Create a New Scoring Model.
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Name it something you’ll remember—like “2024 Outbound Scoring.”
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Add your criteria and weights.
- Use drop-downs or conditions like:
- “If industry = SaaS, add 10 points.”
- “If last email reply date < 14 days ago, add 15 points.”
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Set negative scores for disqualifiers (e.g., wrong region, student emails, etc.).
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Map your data fields correctly.
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Make sure “Company Size” in Saleo matches whatever field you use in your CRM or forms.
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Set up scoring thresholds.
- For example, 30+ points = hot lead, 15-29 = warm, <15 = cold.
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Don’t obsess over perfect thresholds out of the gate. You’ll adjust later.
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Save and activate the model.
- Double-check everything. One typo and you’ll be chasing the wrong leads for weeks.
A few things to watch out for: - Don’t use every possible field. More rules don’t mean better results. - Avoid scoring on things you wish were true (“They probably have budget”). Stick to facts.
Step 4: Automate Actions Based on Scores
Scoring is pointless if you don’t do anything with it. Saleo lets you trigger actions based on lead scores—so use it.
Some practical automations: - Assign hot leads to your best reps automatically. - Send instant Slack/Teams alerts for leads above a certain score. - Tag leads in your CRM for targeted campaigns. - Trigger nurture emails for “warm” leads who aren’t quite ready.
How to set this up: 1. Go to Saleo’s automation or workflow builder. 2. Create triggers like “If Lead Score > 30, assign to rep A.” 3. Link up with your CRM or email tool if needed. 4. Test it—don’t let your hottest leads get lost due to a missed connection.
Pro tip: Start with one or two automations. See what actually helps before you get fancy.
Step 5: Test, Tweak, and Don’t Set and Forget
Automation is not “set it and forget it.” Lead quality, market conditions, and your own process will change. Review your scoring model every few weeks (seriously).
What to watch for: - Are you missing good leads because your criteria are too strict? - Are too many bad leads slipping through as “hot”? - Are reps happy with the quality, or are they complaining (and ignoring the scores)?
How to adjust: - Adjust weights up or down based on feedback and results. - Remove criteria that aren’t predictive. - Don’t be afraid to simplify if things feel too complicated.
Warning sign: If nobody on your team trusts the scores, your model needs work.
What Works, What Doesn’t, and What to Ignore
What actually works: - Simple, clear criteria based on real data about your best customers. - Regular reviews and tweaks. - Automating only what’s useful—don’t automate just for the sake of it.
What usually doesn’t: - Over-complicated scoring models with 20+ variables. - Scoring based on wishful thinking (e.g., “Their website looks nice, must be a good fit”). - Ignoring feedback from your sales team.
What to ignore: - “AI-powered” scoring hype unless you have tons of clean data and someone to monitor the results. - Out-of-the-box generic scoring templates. Start with your own reality.
Keep It Simple, Iterate, and Trust Your Gut (a Little)
Automating lead scoring in Saleo isn’t about replacing your sales instincts—it’s about freeing you from the grind of manual sorting so you can focus on real conversations. Start with simple rules, see what works, and tweak as you go. Don’t be afraid to throw out what doesn’t work, and remember: no software will ever know your customers better than you do.
Now get back to selling. (And maybe take a break from spreadsheets for a while.)