If you're running a B2B sales team drowning in leads and tired of guessing who's worth your time, you're in the right place. This guide is for sales leaders, SDRs, and ops folks who want to spend less time spreadsheet-wrangling and more time actually closing deals. We're going to walk step-by-step through setting up automated lead scoring in Leadboxer—minus the fluff, plus some real talk about what actually works.
Why bother with automated lead scoring?
Here’s the hard truth: most B2B teams have way more leads than they can—or should—chase. Without some kind of system, reps end up calling the people who filled out a random ebook form instead of the ones actually poking around your pricing page. Automated lead scoring helps you sort the wheat from the chaff, fast.
Leadboxer lets you build rules that automatically score and prioritize leads based on actual behavior—like website visits, email engagement, and more. But, like any tool, it only works if you set it up right.
Step 1: Get your data flowing into Leadboxer
Before you start scoring anything, make sure Leadboxer is actually collecting the right data. If your website, emails, or ads aren’t talking to Leadboxer, you’ll be scoring ghosts.
What to do:
- Install the Leadboxer tracking script on your website. This is non-negotiable. If you skip this, Leadboxer can’t see who’s doing what.
- Usually, it’s a matter of pasting a JavaScript snippet into your site’s header. If you’re on WordPress or a CMS, there’s probably a plugin.
- Integrate your email platform (like Mailchimp or HubSpot) so Leadboxer can track opens and clicks.
- Connect your CRM if you want Leadboxer to sync leads and scores back to Salesforce, HubSpot, or wherever your sales team lives.
Pro tip: Don’t try to integrate every possible data source up front. Start with your website and your main email tool. You can always add more later. Too much data early on just clutters things up.
Step 2: Define what a “good lead” actually looks like
This is where most teams get it wrong. Automated scoring is only as good as your criteria. If you just use the default settings or copy a generic template, you’ll end up with junk at the top of your list.
Questions to ask your sales team:
- What actions do your best customers usually take before they buy? (e.g., visit the pricing page, request a demo, open certain emails)
- What company characteristics matter? (e.g., industry, size, geography)
- Are there any deal-breakers? (e.g., students, personal email addresses, competitors)
Make a quick list:
- Positive signals: Demo requests, pricing page visits, multiple return visits, downloading a key whitepaper, opening a sales email.
- Negative signals: Bouncing after one page, unsubscribing, using a free email (like Gmail), odd job titles (“student,” “consultant”).
Don’t overthink this. You’re looking for a handful of strong signals, not a 50-point checklist.
Step 3: Set up your scoring rules in Leadboxer
Leadboxer uses a points-based system. You assign scores to different behaviors and attributes. The higher the score, the hotter the lead.
Where to go:
- In Leadboxer, head to the “Leadboard” or “Scoring” section.
- Look for “Scoring Rules” or “Lead Scoring Configuration.” The UI isn’t the flashiest, but it gets the job done.
How to build your score:
- Assign points to key actions:
- +20 for visiting the pricing page
- +15 for requesting a demo
- +10 for opening a sales email
- +5 for viewing a product feature page
- Add company criteria:
- +10 if company size is over 100 employees
- +5 if industry matches your ideal customer
- -10 if company is in a non-target industry
- Subtract for red flags:
- -20 for using a free or personal email address
- -15 for unsubscribing from emails
- -10 for visiting the careers page (they’re probably a job seeker, not a buyer)
A few honest takes:
- Don’t get too granular. If you have more than ~10 rules, it’s a pain to maintain.
- Use big point spreads. If everything is worth 1 or 2 points, your scores won’t mean much.
- Be ready to tweak. Your first version won’t be perfect. That’s fine.
Step 4: Set thresholds and trigger actions
Now you need to decide: when does a lead become “hot” enough to alert sales? And what actually happens when they do?
Setting thresholds:
- Typical thresholds: Start by flagging leads over, say, 50 points as “hot.” You can adjust as you see what actually surfaces.
- Don’t obsess over the perfect number. Just pick something and watch what happens.
Triggering actions in Leadboxer:
- Use notifications: Set Leadboxer to email or Slack your sales team when a lead crosses the threshold.
- Push to CRM: Automatically sync hot leads (and their scores) into your CRM, so reps don’t have to jump between tools.
- Filter your lists: In Leadboxer, create saved views for “hot leads” so reps can focus.
Pro tip: Don’t set up so many alerts that sales starts ignoring them. You want quality over quantity. If everyone’s a “hot lead,” no one is.
Step 5: Test with real leads—and adjust
Here’s where theory meets reality. Run your scoring system for a week or two, then check:
- Are the top-scoring leads actually the ones your team wants to talk to?
- Are you getting false positives (junk leads scoring high)?
- Is anyone good slipping through the cracks?
What to do:
- Review with your sales team. Sit down and look at the actual leads flagged as hot. Gut check: would you call them?
- Adjust scoring rules. Bump up or down point values based on what you see.
- Kill rules that don’t add value. If a signal isn’t helping, drop it.
What doesn’t work:
- Set-it-and-forget-it. The market changes, your product changes, people game forms. You’ll need to revisit your rules every couple of months.
- Chasing “perfect” scoring. Good enough is fine. The point is to help your team, not to win a data science award.
Step 6: Train your team (and set expectations)
A scoring system is only useful if people use it. Make sure your sales reps know:
- What the scores mean
- Where to find hot leads
- How to give you feedback if something seems off
Keep it simple:
- Short training: A 15-minute walkthrough beats a 30-page PDF.
- One-pager: Post a cheat sheet with what counts as a hot lead and where to find them.
- Feedback loop: Encourage reps to flag false positives/negatives.
What’s worth ignoring?
- Over-complicating your rules. Resist the urge to score every possible behavior. It’s a headache, and the signal gets lost.
- Data for data’s sake. Just because you can track something doesn’t mean you should.
- Trying to automate every follow-up. Scoring helps prioritize, but it doesn’t replace human judgment or actual conversations.
Wrapping up
Automated lead scoring in Leadboxer isn’t magic, but it can save your team hours and help you focus on the leads that matter. Start simple, get your data flowing, define what a good lead looks like, set up a handful of clear rules, and be ready to adjust as you go. Iterate, don’t overthink—and remember, the goal is to help your team connect with real buyers, not just to make a fancier spreadsheet.
Go build your first scoring system, see what bubbles to the top, and tweak from there. Keep it practical, and don’t let “perfect” get in the way of “actually useful.”