If you’re a B2B sales manager or ops person, you know the pain: too many leads, too little time, and everyone swears their system will find the “hot” prospects. Automated lead scoring sounds good—until you’re buried in settings, fake AI promises, or leads that still go nowhere. If you want a dead-simple, honest guide to getting useful lead scoring up and running in GetAia (without losing your mind), this one’s for you.
What You Actually Need from Lead Scoring
Before you click any buttons, let’s set expectations. Automated lead scoring isn’t magic—it won’t turn junk leads into gold. Done right, it’ll help your team:
- Spend less time wading through obvious time-wasters
- Prioritize leads that are actually worth a call or email
- Keep sales from fighting over “good” vs “bad” leads
What won’t it do? It won’t replace sales instincts or fix a broken pipeline. If your data’s a mess, or your team ignores your CRM anyway, no tool will save you. But, set up right, lead scoring can shave hours off prospecting and keep your best reps focused.
Step 1: Define What a “Good” Lead Looks Like (Don’t Skip This)
You’ll be tempted to start clicking around GetAia first. Don’t. If your scoring rules are garbage, your workflow will be too.
How to get this right: - Pull a list of your last 50 closed-won deals and 50 lost deals. - Jot down real traits that made the wins different. (Company size, industry, job title, engagement, etc.) - Be honest—ignore stuff that “sounds nice” but never actually predicts success.
Examples of traits that matter: - Company is in your target industry - Contact is in a decision-making role - They’ve visited your pricing page 2+ times - Lead responded to an outbound campaign
Things to ignore (for now): - Social media followers (usually a vanity metric) - Opened a newsletter once, six months ago - “AI intent scores” you don’t understand
You want 3-5 scoring factors that actually move the needle.
Step 2: Prep Your Data and Integrations
GetAia can’t score what it can’t see. Make sure the right data is flowing in. This means:
- CRM integration: Connect your CRM (Salesforce, HubSpot, Pipedrive, etc.) so GetAia can pull company fields, deal stage, and activities.
- Marketing automation: If you want to use email or web engagement, hook up your marketing tool (Mailchimp, Marketo, etc.).
- Custom fields: Create any custom fields in your CRM you’ll want to score on (e.g., “Industry,” “Employee count”).
Pro tip: Run a test sync. Make sure important fields aren’t empty or full of junk (like “N/A” or “12345”). Garbage in, garbage out.
Step 3: Set Up Your Scoring Model in GetAia
Now, open GetAia and head to the Lead Scoring section.
3.1 Create a New Scoring Rule
Click “New Scoring Model” (or whatever GetAia calls it this week). You’ll see a list of available fields and actions.
For each scoring factor: - Pick the field (e.g., “Industry”) - Set the rule (e.g., “equals ‘Software’”) - Assign a point value (start simple: 10 for strong signals, 5 for weaker ones)
Example: - Industry = “Software” → +10 points - Contact Title includes “VP” or “Director” → +8 points - Has opened marketing emails in last 30 days → +5 points
Don’t overthink the math. The goal is to get a rough ranking, not to build a Nobel-winning algorithm.
3.2 Negative Scoring (Filtering Out Time-Wasters)
If you know certain things are deal-killers, add negative points or “disqualify” rules.
Examples: - Company size < 10 employees → -10 points - Email domain is “gmail.com” → -20 points - Job title includes “Student” → disqualify
3.3 Set Score Thresholds
Decide what score counts as “hot,” “warm,” or “cold.” Start with broad buckets:
- 15+ points: Hot
- 7–14 points: Warm
- 0–6 points: Cold
You’ll tweak these later—don’t chase perfection.
Pro tip: If you’re not sure, err on the side of too many “warm” leads. Easy to tighten up later.
Step 4: Build Your Automated Workflow
Now for the part people usually screw up—automation. In GetAia, go to the Workflow/Automation builder.
4.1 Trigger: Lead Score Changes
Set the workflow to trigger when a lead’s score crosses a threshold (e.g., moves from “warm” to “hot”).
4.2 Actions: What Happens Next?
Decide what you actually want the tool to do. Typical actions:
- Assign the lead to a sales rep or team
- Create a follow-up task or reminder
- Notify the rep via email or Slack
- Move the lead to a new CRM stage
Don’t go overboard. Automate things people forget or dislike doing, not everything under the sun.
4.3 Avoid Common Automation Traps
- Don’t auto-email “hot” leads a wall of text. It rarely works and annoys decision-makers.
- Don’t assign every “warm” lead to your top closer. Spread it out, or you’ll burn them out.
- Don’t forget to alert someone when a lead is “disqualified.” Sometimes there’s a mistake worth fixing.
Step 5: Test the Workflow (Break It On Purpose)
Before you unleash this on your team, run a few test leads through:
- Create a fake lead that should be “hot.” Does it get flagged, assigned, and notified?
- Try a “cold” lead. Does it avoid cluttering up the pipeline?
- Fudge the data—does the workflow handle missing info gracefully?
Pro tip: Involve a skeptical sales rep. If they can break it or spot something dumb, fix it now.
Step 6: Roll Out, Watch, and Tweak
Don’t blast an email to your whole team and call it done. Instead:
- Roll out to a few reps or one segment first.
- Check if lead assignments and notifications make sense.
- Ask reps: “Did this actually help you find better leads?”
- Watch for false positives (junk marked “hot”) and misses (good leads not surfaced).
What usually goes wrong: - Score rules are too broad (“anyone with a LinkedIn profile = hot”) - Not enough negative scoring, so the pipeline fills with trash - Sales ignores the scores because they’re not accurate or helpful
Iterate. Tighten your rules, adjust point values, and cull useless automations.
Step 7: Don’t Get Sucked Into AI Hype (Yet)
GetAia, like most platforms, will pitch you on “AI-powered intent” or “predictive scoring.” Here’s the truth:
- If you don’t have hundreds (ideally thousands) of deals and good data, AI scoring is just a guess.
- Most teams get more value from simple, transparent rules they can adjust themselves.
- If you try the AI features, treat them as a supplement—compare them to your manual model and see if they actually surface better leads.
Wrapping Up: Keep It Simple, Iterate Often
Lead scoring in GetAia isn’t complicated—but it’s easy to overcomplicate. Get your basics right, automate only what saves time, and resist the urge to trust black-box “AI” over your own data. Start small, fix what’s broken, and only get fancier if you’re actually seeing results.
You’ll never have a perfect system, but a simple, honest scoring workflow beats a fancy, ignored one every time.