You’ve got a pile of leads. You know some are gold and others are just tire-kickers. So how do you sort them, fast, without relying on gut feeling or endless spreadsheet wizardry? You need lead scoring that actually works for your team—not just another fancy dashboard. This guide is for B2B sales managers, ops folks, and hands-on sellers who want to use Laserfocus to actually focus on the right leads.
Here’s how to cut through the noise and build a lead scoring model in Laserfocus that makes sense for real-world selling.
Step 1: Get Clear on What Makes a Good Lead (Don’t Skip This)
Before you even open Laserfocus, you need to define what a “good” lead looks like for your team. It’s tempting to copy generic models or use whatever’s built into your CRM, but that rarely works. Your business is different.
Ask your team: - Which deals closed quickly and easily? - Which dragged on forever or never closed? - Who are your best-fit customers (industry, company size, job title, etc.)? - Which signals or behaviors tend to show real intent (e.g., replied to an email, booked a demo, visited pricing page)?
Write this stuff down somewhere, even if it’s just a Google Doc. You’ll use it to decide what to score (and what to ignore).
Pro tip: Don’t try to track everything. More data doesn’t mean better scoring. Focus on signals you actually see in your sales process.
Step 2: Map Out the Data You Actually Have
Laserfocus is only as good as the data you feed it. No tool can magically score leads if your CRM is full of gaps or junk.
Check: - Do you have up-to-date company info (industry, size, location)? - Do you track key activities (calls, replies, meetings booked)? - Are your contacts linked to the right accounts? - Is your lead source data (how they found you) accurate?
If something’s missing: Don’t wait for “perfect” data. Just pick what’s reliable. You can always improve later.
What to ignore: Don’t waste time pulling in vanity metrics (like Twitter followers) unless you know they matter for your sales. Stick to what moves the needle.
Step 3: Set Up Custom Fields in Laserfocus
Now that you know what matters and what’s trackable, you need to set up those fields in Laserfocus. The platform lets you create and customize fields—use them to track what you care about.
Typical fields to consider: - Company size (number of employees or revenue) - Industry/vertical - Lead source (inbound, outbound, referral, etc.) - Job title/seniority - Engagement signals (email reply, demo booked, etc.) - CRM status (new, contacted, qualified, etc.)
How to do it: 1. Go to your settings in Laserfocus and open the “Fields” or “Custom Fields” section. 2. Add fields that match your “good lead” criteria. 3. Make sure everyone on your team knows what each field means. (Write it down!)
Pro tip: Don’t go wild adding 20 custom fields. Pick 5-8 that really matter. More fields = more mess.
Step 4: Decide How You’ll Score Each Field
Here’s the heart of your model—assigning points to the things that actually predict a good lead. This is part art, part science. Don’t overthink it.
Basic approach: - Give positive points for good fit (e.g., +10 for your ideal industry, +5 for 100+ employees). - Give points for high intent (e.g., +15 for booking a demo, +10 for responding to a sales email). - Give negative points for clear deal-breakers (e.g., -20 for competitors, -10 for students if you’re B2B).
Example (keep it simple): - Company size 100-500: +10 - Job title = VP or higher: +15 - Replied to outbound email: +10 - Visited pricing page: +5 - Industry is a mismatch: -10
What works: Fewer, bigger signals beat lots of tiny, weak signals. If you’re not sure, leave it out.
What doesn’t: Don’t assign points just because you can measure something. If it doesn’t actually impact close rates, ignore it.
Step 5: Build Your Scoring Model in Laserfocus
Now, open up Laserfocus and set up your scoring rules.
How: 1. Go to the lead scoring section (usually under “Settings” or “Automation”). 2. Add your scoring rules, mapping each field/value to the point value you decided. 3. Set up “decay” if you want old activity to matter less over time (optional, but it can help keep focus on fresh leads). 4. Test it on a few sample leads—see if the scores look about right. Tweak as needed.
Pro tip: Don’t obsess over getting it “right” the first time. Your first model is just a draft. You’ll improve it after seeing real results.
Step 6: Define What Happens Next (Don’t Leave It to Chance)
Lead scoring is pointless if nobody acts on it. Decide up front what happens when a lead hits a certain score.
Examples: - Score above 50 = assign to an AE, send a Slack alert, or trigger a workflow. - Score below 20 = send to nurture, or leave for SDR follow-up. - Medium scores = more research needed.
What works: Make it dead simple for reps to know what to do. The fewer steps between “good lead” and “follow-up,” the better.
What doesn’t: Don’t set and forget. If reps ignore the scores, or if everything is a “high-priority” lead, your model needs a tune-up.
Step 7: Test, Tweak, and Get Feedback
This is where most teams drop the ball. Your first scoring model won’t be perfect. That’s fine. Watch how it works for a few weeks.
Check: - Are your best leads getting the highest scores? - Are reps actually using the scores to prioritize? - Are there false positives (high score, but bad lead) or false negatives (low score, but closed)?
How to improve: - Adjust point values if you see patterns (e.g., demo requests are worth more than you thought). - Remove signals that aren’t predictive. - Add new fields if you spot a trend (e.g., certain technologies used by your best customers).
Pro tip: Ask your reps what’s working and what’s not. They’ll know quickly if the scores match reality.
Step 8: Keep It Simple and Iterate
Resist the urge to make your model more complicated than it needs to be. More rules and fields don’t guarantee better results. In fact, the simpler your model, the easier it is for your team to trust—and actually use.
Focus on: - The 3-5 biggest signals of a good lead - Data you know is accurate - Regular reviews (once a quarter is plenty)
If your sales team starts closing more of the right deals, you’re doing it right.
The Bottom Line
Building a lead scoring model in Laserfocus isn’t rocket science, but it does take some thought and a willingness to keep things simple. Don’t chase the “perfect” model or get bogged down in every possible metric. Focus on what matters, test it in the real world, and keep tuning as you go.
Your sales team doesn’t need another spreadsheet—they need clear signals to chase the right leads. Start simple, learn fast, and you’ll build a lead scoring model that actually helps you sell.