If you’re a B2B sales leader or revops nerd staring at a messy pipeline, this is for you. Most teams are drowning in leads but have no idea which ones matter. Lead scoring in Supergrow can help—but only if you build it right. This guide breaks down what actually works, what’s a waste of time, and how to set up a scoring model that your reps won’t ignore.
Step 1: Get Clear on Why You’re Scoring Leads
Before you click a single button, stop and ask: What’s the point? Lead scoring isn’t magic. It’s just a way to help sales focus on the right people.
Ask yourself:
- What does a “good” lead look like for us? (Be specific.)
- Are my reps actually going to use this score to prioritize follow-up?
- What’s realistically actionable? (No one wants a 17-factor algorithm if it just adds confusion.)
Pro tip: If your sales team doesn’t trust the scores, they’ll ignore them. Build for the people actually using this day to day. Don’t overthink it.
Step 2: Pick the Right Data (Don’t Just Score Everything)
Supergrow can ingest a ton of data, but more isn’t always better. Focus on signals that really mean something for your business.
The Two Big Buckets
- Fit: Is this the kind of company or person you want?
- Company size, industry, tech stack, location
- Job title, seniority
-
Existing customer or not
-
Behavior: Are they actually interested?
- Opened/clicked emails
- Visited key product or pricing pages
- Requested a demo, downloaded a whitepaper
- Attended a webinar
What not to chase:
- “Vanity” behaviors (e.g., opening a newsletter once, generic web traffic)
- Data you can’t reliably collect or verify
Pro tip: Talk to your best reps. What do they see as real buying signals? Trust their instincts over “best practices” blog posts.
Step 3: Define Your Scoring Criteria
Now that you’ve narrowed down the data, it’s time to decide how much each signal is worth.
Keep It Simple to Start
- Use a points system: Assign points to each fit and behavior factor. For example, +10 for “Director or above,” +15 for “Demo requested,” -5 for “Student email address.”
- Set clear thresholds: What score makes someone “hot”? What’s just noise?
Example basic model:
| Criteria | Score | |-------------------------------|--------| | Company size 100-500 | +10 | | Job title: VP or C-Level | +15 | | Visited pricing page | +10 | | Opened marketing email | +2 | | Demo requested | +20 | | Used free trial but no login | -10 |
You don’t need a PhD in data science. Just make the logic clear and the math easy to explain.
Pro tip: Avoid “mystery meat” models. If you can’t explain to a rep why a lead scored 72, your model’s too complicated.
Step 4: Build the Model in Supergrow
Here’s where you get your hands dirty. Supergrow’s interface is built for non-coders, but there are still some quirks.
Setting Up the Model
- Map your fields: Make sure the data you want to score on (job title, company size, activities, etc.) is flowing into Supergrow. Bad or missing data here will kill your model.
- Create your rules: In Supergrow, rules are usually “if X, then add Y points.” Go through your list and set them up one by one.
- Set score ranges: Decide what’s “hot,” “warm,” and “cold.” (e.g., 0-20 = cold, 21-50 = warm, 51+ = hot)
- Test with sample leads: Before you go live, run a few leads through the model. Do the scores make sense? If your CEO would get a “cold” score, you’ve got a problem.
- Push scores to your CRM: Make sure scores sync to wherever your reps actually work. If they live in Salesforce or HubSpot, don’t make them log into Supergrow just to see scores.
What to ignore: Don’t bother with Supergrow’s “AI suggestions” unless you actually have enough good historical data for it to learn from. Most teams don’t, and it just adds noise.
Step 5: Get Buy-In from Sales (or Your Model Will Collect Dust)
This is the step most teams skip. Don’t. You need sales onboard, or your scores are just numbers in a dashboard.
How to do it:
- Demo the model to your reps—show them how it works, and why.
- Get their feedback. Ask which signals seem off or missing.
- Adjust the model. Don’t be precious about your setup.
- Set up alerts or views so reps can actually see hot leads in their workflow.
- Make it clear how scoring fits into your sales process. (E.g., “Every lead over 50 gets a call within 2 hours.”)
Pro tip: The best scoring models are co-built with sales, not handed down from ops.
Step 6: Test, Tweak, and Don’t Settle
Even the best first version will miss the mark somewhere. That’s normal.
What to look for:
- Are “hot” leads actually converting at a higher rate?
- Are your reps finding the scoring helpful, or ignoring it?
- Are you missing good leads because your criteria are too strict?
Ways to improve:
- Schedule monthly or quarterly reviews. Look at conversion rates by score.
- Interview sales reps about false positives (bad leads that scored high) and false negatives (good leads that got missed).
- Adjust point values or criteria as you learn more.
What doesn’t work:
- “Set it and forget it.” Scoring models need regular attention.
- Over-optimization early. You don’t need a perfect model to get value. Just a useful one.
Common Pitfalls to Avoid
- Too much data, not enough signal: Just because you can track it, doesn’t mean you should.
- Complexity for the sake of complexity: Simple models are easier to trust and fix.
- Ignoring sales feedback: If your reps don’t buy in, your model fails.
- Blind faith in AI: Supergrow’s AI tools are only as good as your data. Don’t expect miracles.
Pro Tips for Supergrow Lead Scoring
- Use “decay” scoring: Lower scores over time if a lead goes cold. Supergrow supports this, and it keeps your list current.
- Automate next steps: Trigger alerts, tasks, or nurture emails when leads cross a threshold.
- Watch data hygiene: Garbage in, garbage out. Fix your data sources first.
- Don’t score everything: Not every form fill is a lead. Focus on the channels that matter.
Keep It Simple and Iterate
Don’t chase the “perfect” model. Your first version should be simple, clear, and easy for the team to understand. Get it live. See what breaks. Fix it. Repeat. The best lead scoring models in Supergrow are the ones that actually help your sales team close more deals—not the ones with the most bells and whistles.
You can always make it fancier later. For now, stick to what works, listen to your reps, and keep improving.