Struggling to keep your B2B sales team focused on the right leads? You’re not alone. Most teams spend too much time chasing tire-kickers while good prospects get lost in the shuffle. Automated lead scoring can help, but only if you set it up right. This guide is for sales managers, operations folks, and anyone who wants to get real value—fast—from Inboxlogy.
Let’s cut the fluff and get your lead scoring working.
Why Automated Lead Scoring Matters (But Only If You Get It Right)
Here’s the thing: Automated lead scoring sounds magical, but it only works if you’re honest about what actually makes a lead “good” for your business. If you copy-paste generic rules, you’ll just waste time and annoy your sales team.
Done right, it’ll:
- Save reps from wasting time on dead ends
- Help marketing and sales actually agree on what a “good fit” looks like
- Surface leads that would have slipped through the cracks
Done wrong? It’ll just add noise.
Step 1: Get Clear on What a Qualified Lead Looks Like
Before touching Inboxlogy, grab a cup of coffee and talk to your sales reps. Seriously. No tool can tell you what counts as a real opportunity for your business—you have to define it.
Ask yourself and your team:
- What company sizes do we sell to?
- Which job titles usually buy from us?
- Are there specific industries we win with (or lose with)?
- What signals show a lead is actually interested (website visits, email opens, replies, etc.)?
Pro tip: If you can’t explain your ideal lead to a new hire in 2 minutes, you’re not ready to automate anything yet.
Step 2: Map Out the Data You Need (and Where It Lives)
Automation is only as good as the data behind it. Inboxlogy is flexible, but it can’t read your mind (or your spreadsheets).
Make a quick list:
- What data do you already have in Inboxlogy? (Contact fields, activity logs, etc.)
- What do you track somewhere else? (CRM, LinkedIn, web analytics)
- Is the info clean and up to date? (If not, fix that first.)
What matters:
Don’t get bogged down in tracking everything. Focus on the 4-5 signals that actually predict a deal.
Step 3: Set Up Custom Lead Fields in Inboxlogy
Inboxlogy comes with basic fields, but B2B teams usually need more. You want to match your “qualified lead” criteria to fields in the tool.
To add or edit fields:
- Go to Settings > Custom Fields in Inboxlogy.
- Create fields for things like:
- Company size (number input or dropdown)
- Industry (dropdown)
- Job title (text or dropdown)
- Lead source (where they came from)
- Engagement score (we’ll get to that)
Don’t overdo it.
The more fields you require, the less likely your team is to keep things updated. Start with must-haves.
Step 4: Build Your Lead Scoring Rules
Now, the main event: scoring rules. Inboxlogy lets you set up rules based on any field or activity.
Here’s how to get started:
- Go to Automation > Lead Scoring in Inboxlogy.
- Click Create New Rule.
Common B2B scoring criteria:
- Demographic:
- +10 points if company size is 50–500 employees
- +15 if industry is “SaaS” or “Professional Services”
-
-10 if industry is “Retail” (if you never close those)
-
Behavioral:
- +5 if they opened 3+ emails in a week
- +10 if they replied to a campaign
- +20 if they booked a meeting
-
-5 if they unsubscribed from an email
-
Firmographic (company data):
- +10 if HQ is in your target region
- -20 if “Competitor” is checked
To add a rule:
- Choose the field or trigger
- Set the logic (“if job title contains ‘Director’”)
- Assign a score (try to keep values consistent—don’t make everything a +50 unless it’s a huge deal)
Don’t go rule-crazy.
Start with 3–5 core rules and test. You can always add more later.
Step 5: Set Your Score Thresholds
Just because someone has a score doesn’t mean they’re ready for sales. You want to define what counts as:
- Marketing Qualified Lead (MQL)
- Sales Qualified Lead (SQL)
- Unqualified
Example:
- 30+ points = MQL (worth a call or a personal email)
- 50+ points = SQL (sales should reach out ASAP)
- Below 30 = keep nurturing
You can set these in Inboxlogy under Lead Scoring Settings > Thresholds. When a lead crosses a threshold, trigger an alert or assign them to a rep.
Pro tip:
Scores aren’t gospel. Let reps override them if they spot something off.
Step 6: Automate Actions Based on Score
Now for the real time-saver—triggering next steps automatically.
In Inboxlogy, you can:
- Assign hot leads to specific reps
- Trigger email sequences when someone becomes an MQL
- Move leads to different pipelines or stages
- Send alerts to Slack, Teams, or email
How:
- Go to Automation > Workflows
- Set the trigger as “Lead Score crosses 30” (or whatever threshold you chose)
- Choose the action (assign owner, send alert, start sequence, etc.)
What works:
Assigning leads instantly and consistently.
What doesn’t:
Blasting every “warm” lead with the same generic email. Use automation as a nudge, not a spam cannon.
Step 7: Test, Review, and Keep Tweaking
This is where most teams drop the ball. Lead scoring is not “set it and forget it.”
Do this every few weeks:
- Review the top 20 scored leads—did sales agree with the scores?
- Are high scorers actually closing, or are you just getting more noise?
- Talk to reps: Is the automation helping or just adding busywork?
Tweak your rules if:
- You’re missing good leads (score too strict)
- Sales is getting junk (score too loose)
- Certain actions (like “opened an email”) turn out to mean nothing for your funnel
Don’t obsess over perfection.
It’s better to have a simple, “pretty good” score than a fancy system nobody trusts.
Step 8: Train Your Team (and Make It Easy)
If your team doesn’t know how lead scoring works, they’ll ignore it—or worse, game it. Keep it simple:
- Hold a quick walkthrough (15 minutes, tops)
- Explain what the scores mean and how to use them
- Tell them how to flag weird edge cases
Give reps permission to question the system.
They’re your early warning if something’s broken.
What to Ignore
Plenty of blogs will tell you to use 20+ signals, AI weighting, and “predictive analytics.” Unless you have thousands of leads and a dedicated ops person, skip it. The basics, done well, beat fancy nonsense.
Also, don’t waste time scoring leads you’ll never sell to (e.g., students, competitors, junk domains). Filter those out up front.
Keep It Simple and Iterate
Automated lead scoring in Inboxlogy can make life easier for your B2B sales team, but only if you keep it real. Start small. Use the data you trust. Check with your team, and don’t be afraid to change things up when reality doesn’t match your spreadsheet.
Your goal isn’t a “perfect” score—it’s a system that helps your team focus on real opportunities. If you keep it simple and keep talking to your reps, you’ll get 90% of the value without all the headaches.