Sick of chasing dead-end leads? You’re not alone. B2B sales teams get buried in junk prospects, and manual lead scoring is just another thing that everyone says they’ll “get to.” This guide is for people who want to finally automate lead scoring using Bounceban, cut the guesswork, and get their reps talking to the right people—without falling for the usual automation hype.
Let’s roll up our sleeves and actually get your lead scoring system working, so you can spend less time fiddling and more time closing.
Why bother automating lead scoring?
If you’re reading this, you already know the basics: Not every lead is worth your time. Automated lead scoring helps you spot the ones that are. The point isn’t to have a “perfect” algorithm—it’s to stop wasting your best reps on tire-kickers.
What’s in it for you:
- Faster follow-up on real opportunities
- No more “gut feel”—everyone works from the same playbook
- Less manual sorting (no one misses the spreadsheet days)
- Helps marketing and sales get along—at least a little
But here’s the caveat: Automation is only as good as what you feed it. Garbage in, garbage out. Don’t expect magic. You’ll need to tweak as you go.
What you need before you start
Before you dive into Bounceban, get these pieces straight:
- Your ideal customer profile (ICP): Who actually buys from you? Be specific.
- Your data sources: Where do leads come from? Website forms, LinkedIn, webinars, cold outreach?
- A list of signals: What makes a lead “hot” for your business? Company size? Job title? Website visits? Don’t overthink it—start with the basics.
You do not need fancy data science. You do need to know what a good lead looks like (and what a bad one looks like, too).
Step 1: Map Your Lead Data to Bounceban
First, make sure Bounceban is pulling in your leads from wherever they live. Out of the box, Bounceban connects to most major CRMs (Salesforce, HubSpot, etc.), web forms, and CSV imports.
To connect your data:
- Log into Bounceban.
- Go to the “Integrations” panel.
- Pick your CRM or data source and follow the prompts to connect.
- If you use spreadsheets, just upload a CSV to get started.
Pro tip: Start with one or two core sources. Don’t try to connect everything at once. If you’re not sure what to connect, start with your CRM—it’s usually the least painful.
Step 2: Define Your Scoring Criteria
Here’s where people get stuck. Don’t try to build the “perfect” scoring model on day one. Use what you know right now.
Common scoring signals in B2B:
- Demographics: Company size, industry, geography
- Role/title: Decision makers vs. tire-kickers
- Behavior: Website visits, email opens, webinar signups, downloads
- Custom fields: Whatever matters for your ICP
How to set up in Bounceban:
- Go to “Lead Scoring” in the main menu.
- Click “Create New Score Model.”
- You’ll see a list of available fields. Pick the ones that matter.
- Assign points to each. Higher points = better fit.
Example:
- Company size 100+ employees: +10
- Title includes “VP” or “Director”: +8
- Visited pricing page: +12
- Generic Gmail/Yahoo email: -10
- Outside target industry: -15
What to ignore: Don’t bother scoring super granular stuff like “clicked three emails in a week” unless it really matters. Keep it simple.
Step 3: Set Up Rules and Thresholds
Now, decide what score makes a lead worth sales’ attention.
- Threshold: At what score does a lead become “sales ready”? (E.g., 30 points)
- Tiers: Do you want “A/B/C” leads or just “hot” vs. “not”?
In Bounceban:
- In your score model, set your threshold (e.g., “Mark as Qualified at 30 points”).
- Optionally, create multiple tiers (e.g., “A: 40+”, “B: 25-39”, “C: <25”).
Pro tip: Start with a single threshold. You can always add more complexity later. Don’t build a five-tier scoring system if you have a three-person sales team.
Step 4: Automate Actions Based on Scores
Scoring is only useful if it triggers something. Otherwise, it’s just another number in your CRM.
What you can automate in Bounceban:
- Assign high-scoring leads to reps automatically.
- Trigger email sequences for leads above a threshold.
- Send alerts to sales when a lead becomes “hot.”
How to set it up:
- Go to the “Automations” tab.
- Choose your trigger (e.g., “Lead score reaches 30”).
- Pick the action: Assign to a rep, send an email, push to CRM, etc.
- Save and test with a dummy lead.
Don’t over-automate: If you’re new to this, avoid a Rube Goldberg setup (“If lead opens email after scoring 35, and it’s Thursday, and Mercury is in retrograde…”). Keep your first automation dead simple.
Step 5: Test and Tune Your Model
No lead scoring model works perfectly out of the gate. Get feedback from your team early and often.
How to review:
- Every week or two, look at the last batch of “qualified” leads. Did sales agree with the scores?
- Ask reps: “Did these leads actually look good, or is the system missing something obvious?”
- Tweak points and thresholds as needed.
Red flags to watch for:
- Too many “qualified” leads: Your bar is too low.
- Too few: You’re being too picky.
- Sales hates the leads: Your signals are off. Get more input from the people actually on calls.
Pro tip: A bad lead scoring system is worse than none. Don’t be afraid to start over if it’s not working.
What works, what doesn’t, and what to ignore
Works:
- Simple models: They’re easier to maintain and explain. You don’t need AI to spot that a CEO at a $50M company is worth a call.
- Regular tweaks: The market changes. Your model should too.
- Letting sales weigh in: They’ll catch stuff that automation misses.
Doesn’t work:
- Obsessing over every datapoint: More inputs don’t always mean better results. Focus on signals that actually predict buying.
- Set-and-forget: If you never revisit your scores, they’ll get stale and sales will stop trusting them.
Ignore:
- Vendor hype about “AI-driven scoring” unless you actually have enough data to make it worth it. Most teams don’t.
- Endless debates about “the perfect score.” Just get started and adjust.
Keep it simple (and keep tweaking)
Automated lead scoring in Bounceban isn’t rocket science, and it won’t replace talking to real people. But it will help you cut through the noise and focus on leads that matter—if you keep it simple and check in often.
Set up your basics, automate just enough to save time, and don’t be afraid to make changes when things don’t work. The goal isn’t a perfect model—it’s to make everyone’s life a little easier.
Now go set it up, see what breaks, and tweak from there. That’s how real sales teams do it.