If you’re tired of chasing cold leads and want a straight-up way to focus on the right companies, you’re in the right place. This guide is for sales teams, marketers, and anyone using LeadFeeder who’s ready to set up automated lead scoring—without the fluff or endless fiddling.
Here’s how to build a workflow that surfaces good-fit leads, cuts through the noise, and helps you spend time where it counts.
Why Bother with Automated Lead Scoring?
If you’re reading this, you probably already get the pain: your CRM or inbox is full of random companies. Some are a great fit. Most are a waste of time. Manual sifting is slow and mind-numbing.
Automated lead scoring does the heavy lifting by ranking or tagging companies based on signals you choose—website visits, company size, industry, whatever matters to you. With a good setup, your outreach lists update themselves, so you can stop guessing and start talking to the right people.
But here’s the thing: scoring isn’t magic. It won’t turn junk traffic into gold, and it’s only as good as the criteria you set. So, don’t overthink it. Start simple, tweak, and improve over time.
Step 1: Get Clear on What a “Good Lead” Actually Is
Before you build anything in LeadFeeder, you need to define what “good” means for your business. Otherwise, you’re just automating busywork.
Ask yourself: - What types of companies do you actually want to talk to? (Industry, size, region, etc.) - What actions on your website signal real interest? (Visiting pricing, reading case studies, returning multiple times) - Are there any deal-breakers? (Competitors, students, job seekers, bots)
Pro tip: Talk to your best sales reps. They know which leads waste their time and which ones convert.
Write down your must-haves and nice-to-haves. This will become your scoring criteria.
Step 2: Set Up LeadFeeder Tracking (If You Haven’t Already)
If you’re already seeing company visits in LeadFeeder, skip this step. If not, you need to add their tracking script to your website.
- Go to your LeadFeeder dashboard and find the set-up instructions for your site.
- Copy the tracking code.
- Paste it into your website’s header (or use Google Tag Manager).
Don’t skip this. If the tracking isn’t set up right, your scoring rules won’t see anything worth scoring.
Step 3: Create Custom Feeds to Filter and Score Leads
This is where most of the magic happens. LeadFeeder uses “feeds”—basically saved searches—to filter companies based on your criteria. You can use these feeds to “score” leads by creating tiers (e.g., hot, warm, cold) or tagging companies automatically.
How to Build Your First Feed
- Go to the Feeds tab.
- Click “Create new feed.”
- Add filters based on your criteria:
- Location: e.g., Country, city, or region.
- Company details: Industry, size (employee count), revenue (if available).
- Behavior: Number of visits, pages viewed, specific URLs visited (like pricing or demo).
- Technology: Tools detected on their website (useful if you sell to users of certain platforms).
- Name your feed something obvious, like “High-Intent SaaS Leads.”
Example:
If you want mid-sized tech companies from North America that checked your pricing page, your filters might look like:
- Industry: Software/IT
- Employee count: 50–500
- Country: United States, Canada
- Page URL contains: /pricing
Pro Tips for Feed Setup
- Start simple. Don’t add 10 filters right away. You’ll end up filtering out everyone. Two or three strong filters are usually enough.
- Exclude junk. Add negative filters for job seekers (e.g., visits to /careers), competitors, or traffic from irrelevant countries.
- Use “AND” and “OR” wisely. “AND” narrows, “OR” broadens. If you’re not sure, test both and see what comes through.
- Test feeds for a week. If you’re only getting a trickle, loosen the criteria. If you’re drowning, tighten them.
Step 4: Set Up Lead Scoring (or Tagging) with Automation
LeadFeeder doesn’t have a fancy point-based scoring system like some CRMs, but you can use feeds and tags to do about 90% of what really matters.
Option A: Tiered Feeds as Score Buckets
- Set up multiple feeds (e.g., “Hot,” “Warm,” “Cold”) based on different levels of intent or fit.
- Example:
- Hot = Met all “must-have” criteria and visited 3+ key pages.
- Warm = Met most criteria and visited at least one key page.
- Cold = Only meets one or two criteria.
- Assign each lead to a feed automatically.
Option B: Use Tags for Quick Grouping - In your feed settings, use the “Automate tag” feature. - For each feed, set up a rule: “If company matches these filters, tag as Hot Lead.” - You can also tag competitors or irrelevant leads for easy exclusion.
Honest take: You don’t need more complexity. Most teams overdo this, chasing some perfect score. Simple buckets and tags are easier to maintain—and your team will actually use them.
Step 5: Integrate with Your CRM or Outreach Tools
Automation isn’t much good if you’re still copying and pasting. LeadFeeder integrates with tools like HubSpot, Pipedrive, Salesforce, and others.
- Set up the CRM integration from your LeadFeeder settings.
- Map lead fields (company name, website, tags, feed, etc.) to your CRM.
- Choose which feeds or tagged leads should sync.
- Set up rules to assign owners, trigger workflows, or notify reps.
Heads up: The integration is only as clean as your feeds and tags. Junk in = junk out. Make sure your criteria are solid before syncing everything.
Step 6: Set Up Notifications So You Don’t Miss Hot Leads
Nobody wants to babysit a dashboard all day. Use LeadFeeder’s notification settings:
- Email summaries: Get a daily or weekly digest of new “Hot” leads.
- Instant alerts: For feeds or tags you really care about, enable instant notifications.
- Slack integration: Pipe hot leads straight into a Slack channel for your sales team.
Pro tip: Don’t overdo notifications, or you’ll tune them out. Focus on your highest-value feeds.
Step 7: Test, Refine, and Actually Use the Data
- Review your feeds every week or two. Are the right companies showing up? Are you missing good leads or seeing too many duds?
- Talk to your sales team. Are the leads making sense? If not, tweak your filters.
- Adjust criteria as you learn. Maybe you realize companies from certain regions never buy. Or visits to your “About” page don’t mean much.
- Don’t set and forget. The market changes, your website changes, your best-fit profile might shift.
What to Ignore (and What Not to Worry About)
- Don’t try to build a 20-point scoring system. You’ll spend more time tweaking than selling.
- Forget about tracking every possible behavior. Three or four clear signals beat a spaghetti mess of rules.
- Ignore “vanity metrics” like raw visits. One company visiting 10 times but never looking at your pricing isn’t a hot lead.
Keep It Simple and Iterate
That’s it. Set up tracking, define your best-fit leads, build a few targeted feeds, automate tags, and connect your CRM. Don’t try to make it perfect on day one. The best lead scoring workflows are simple, honest, and get better with use.
Start small, see what works, and tweak as you go. The goal isn’t a fancy dashboard—it’s more good conversations, less wasted time.