Every sales team wants to spend less time chasing dead ends and more time closing deals. If you feel like you're guessing who to call next, you're not alone. Automated lead scoring can (finally) take some of that drama out of prospecting—if you set it up right.
This guide is for anyone using Floqer, or considering it, and wants a clear, no-nonsense walkthrough for setting up automated lead scoring. You don't need to be a data scientist. But you do need to know what matters to your sales process and how to teach Floqer to care about the right things.
Let’s cut through the noise and get you set up.
Why bother with automated lead scoring?
Before we dive in, let’s be blunt: automated lead scoring isn’t magic. It won’t fix a broken sales process or make bad leads good. But it does help you:
- Prioritize the leads most likely to close
- Save time by ignoring obvious tire-kickers
- Give your team a clear, shared system for what “good” looks like
Floqer’s automation means you don’t have to constantly tweak spreadsheets. But you also can’t just turn it on and hope for the best.
Step 1: Get clear on what makes a great lead for you
Automated scoring is only as smart as the rules you give it. Don’t default to generic templates. Take 20 minutes and ask:
- Who are your best customers? (Industry, company size, geography, budget, etc.)
- What behaviors predict a sale? (Responding to emails, booking a demo, visiting certain web pages, etc.)
- What’s a red flag? (Fake emails, competitors, never answer their phone, etc.)
Pro tip: Talk to your sales reps. They know the real signs someone’s going to buy—or waste your time.
Write this stuff down. You’ll use it in Floqer’s scoring rules.
Step 2: Prep your data in Floqer
Floqer can’t score what it can’t see. Garbage in, garbage out.
- Import your leads: Make sure your CRM or spreadsheets are synced with Floqer. Clean up duplicates and fill in missing fields that matter to your scoring.
- Check your fields: Standard fields like email, company, and phone are a start. But if you care about things like “number of employees” or “industry,” make sure those fields are populated and mapped in Floqer.
- Tag behaviors if you can: If Floqer supports tracking website visits, email opens, or demo requests, get those integrations hooked up now. The more context, the better.
What to ignore: Don’t waste time importing every scrap of data. Focus on the fields you actually want to score.
Step 3: Build your lead scoring model in Floqer
Here’s where you set up the actual scoring. This will look different depending on your plan and how much data you have, but the basics are pretty standard.
3.1. Pick your scoring criteria
Go back to your list from Step 1. For each item, decide:
- Is it positive or negative?
- How important is it? (Assign higher points for must-haves, fewer for nice-to-haves.)
Some examples: - Role = Decision Maker: +10 points - Industry = Target vertical: +5 points - Demo requested: +20 points - Phone number missing: -5 points - Competitor domain: -20 points
Don’t overthink it—keep it simple to start.
3.2. Create your scoring rules in Floqer
- Go to your Floqer dashboard.
- Navigate to “Lead Scoring” or “Automation” (the actual label may vary by version).
- Click “Create new rule” or similar.
- For each criterion, set the condition and assign the score. Examples:
- If “Industry” = “SaaS,” add 5 points.
- If “Last email opened” < 7 days ago, add 10 points.
- If “Email contains ‘@competitor.com’,” subtract 20 points.
Pro tip: Avoid stacking too many rules at first. You want clear signals, not noise.
3.3. Set your scoring thresholds
Decide what score means “hot lead,” “warm lead,” or “cold lead." This helps your team know at a glance who to call first.
- Example:
- 30+ points = Hot
- 15–29 points = Warm
- Below 15 = Cold
You can always adjust these later. Err on the side of being too strict at first—better to miss a few maybes than waste time on no-hopers.
Step 4: Automate the actions that matter
Scoring’s only useful if it actually changes what you do. Use Floqer’s automation features to:
- Assign hot leads to your best reps: Set rules to auto-assign or notify.
- Trigger follow-ups: Email or call tasks for leads that cross a certain threshold.
- Send cold leads to nurturing: Automate drip campaigns for leads not ready yet.
- Flag red flags: For leads with negative scores, auto-archive or mark for review.
What works: Automating the handoff and next steps saves real time. Let humans do the talking, but let Floqer handle the grunt work.
What doesn’t: Don’t over-automate. A robot shouldn’t try to write your first pitch email. Keep automation to boring, repetitive stuff.
Step 5: Test, tweak, and don’t trust the first result
The first version of your scoring model won’t be perfect. That’s normal. Here’s what to do:
- Spot-check your leads: Are the “hot” ones actually good? Are you missing any gems?
- Ask your sales team: Are they seeing better leads surface, or just the same old noise?
- Adjust your rules: Too many hot leads? Raise the bar. Too few? Lower it.
- Review weekly at first, then monthly: Don’t let it go stale, but don’t obsess over it daily.
Pro tip: Resist the urge to make your model “smart” with too many rules or AI. Simple, obvious signals usually work best. If you want to get fancy later, fine—but don’t start there.
What to skip (unless you like headaches)
- Over-complicated formulas: If you need a whiteboard to explain your scoring, it’s too much.
- Scoring based on vanity metrics: Web page views or social likes don’t always mean buying intent.
- Ignoring feedback: If your team hates the scores, fix the model. Don’t blame the users.
Final thoughts: Keep it simple and keep improving
Automated lead scoring in Floqer can save you a ton of time and help you focus where it matters. But don’t get paralyzed trying to build the “perfect” system. Get something basic running, see what works, and tweak as you go.
The best scoring models are the ones that actually get used. So start simple, listen to your team, and don’t be afraid to throw out rules that don’t help. The point isn’t to impress anyone—it’s to close more deals with less hassle.
Now go set it up, and let Floqer do the boring part for you.