If you’re drowning in leads but most of them go nowhere, you’re not alone. Sales teams waste a ton of time chasing companies that were never going to buy in the first place. This guide is for anyone who wants to use lead scoring in Albacross to find the ones that actually matter—and stop wasting time on the rest.
We’ll walk through setting up lead scoring step-by-step, what to watch out for, and a few honest tips from the trenches. Spoiler: it’s not rocket science, but it’s easy to screw up if you overthink it.
Why Bother With Lead Scoring?
Let’s be real: not all website visitors are created equal. Lead scoring helps you figure out which companies are actually worth a salesperson’s time. Set it up right, and you’ll:
- Prioritize outreach to companies most likely to buy
- Cut down on time wasted with tire-kickers
- Give your sales team better info (and fewer excuses)
- Actually see ROI from your ABM or outbound campaigns
But don’t expect miracles. Lead scoring won’t fix a bad product or a broken sales process. It just helps you make better bets with the info you’ve got.
Step 1: Get Clear On What a “Good” Lead Looks Like
Before you click anything in Albacross, you need a picture of your ideal customer. If you don’t know who you’re trying to target, your scoring will be garbage.
Things to nail down: - Company size: Are you after startups, mid-market, or big enterprise? - Industry: Are some verticals a better fit? - Location: Local, regional, global? - Tech stack: Do they need to use specific tools or platforms? - Behavior: Did they visit pricing, careers, or blog pages? (Hint: pricing is usually more promising than the “About Us” page.)
Pro tip: Talk to your best sales rep and ask, “Which companies do you get excited about, and which ones are always a dead end?” Write it down.
Step 2: Map Your Criteria to Albacross Data
Albacross collects a bunch of info on visiting companies, including:
- Company name, size, and industry
- Country and city
- Traffic source and pages viewed
- Tech stack (to a point—don’t expect miracles)
- Engagement metrics (number of visits, time on site)
Not everything will be perfect. Sometimes company size or industry is missing or wrong. Don’t build a scoring system that falls apart if a single data point isn’t there.
Step 3: Decide On Your Scoring Model
You can keep this simple or go full spreadsheet wizard. For 98% of companies, simple works best.
Two common approaches:
- Points-based: Assign points for different attributes. E.g., +10 if company is in your target industry, +5 if they visited your pricing page, -5 if they’re tiny.
- Tiered: Just group leads into buckets: High, Medium, Low. Use a few rules to sort them.
For most teams, start with points. Here’s a rough example:
| Criteria | Points | |---------------------------|--------| | Company size 51-200 | +10 | | Company size 201-1000 | +15 | | In target industry | +10 | | US or EU location | +5 | | Visited pricing page | +10 | | Multiple site visits | +5 | | Out-of-scope country | -10 | | Too small (<10 employees) | -15 |
Add up the points. Anything above, say, 20 points is a good lead.
Don’t overcomplicate. If you’re spending more time in Excel than talking to customers, step back.
Step 4: Build Your Lead Scoring Rules in Albacross
This is where you put it all together in the tool.
- Log in to Albacross.
- Go to the Lead Scoring or Segments area (the name sometimes changes, but you’re looking for where you can set filters and rules).
- Create a new scoring rule or segment.
- Set up your filters using dropdowns and AND/OR logic:
- E.g., “Industry is SaaS” AND “Company size is 51-200” AND “Visited URL contains ‘pricing’”
- Assign points or weights if Albacross lets you (some plans/tools have more advanced scoring, others are more like simple filters).
- Save your scoring model.
Heads up: Some features may be locked behind higher pricing tiers. If you hit a paywall, decide if it’s worth it or just make do with basic segmentation.
Step 5: Test Your Scoring With Real Data
Don’t just set it and forget it. Pull up your lead list and check:
- Are your top-scoring leads actually good-fit companies?
- Are junk leads sneaking through?
- Is the data accurate enough to trust?
If it’s off, tweak your rules. Maybe you’re giving too much weight to a certain industry, or not enough to behavior.
Pro tip: Run your new scoring model side-by-side with your old process for a week or two. See if your reps agree with the rankings.
Step 6: Connect Scoring to Your Sales Workflow
Lead scoring is useless if nobody acts on it. Here’s how to make sure it actually drives results:
- Flag high-score leads for sales outreach. Set up alerts or Slack notifications if your team works that way.
- Push qualified leads to your CRM. (Albacross integrates with HubSpot, Salesforce, and a few others—set this up if you can.)
- Give feedback loops: Encourage sales to mark “bad fit” leads so you can refine scoring.
- Don’t automate everything. It’s tempting to go wild with triggers and auto-assignments, but sometimes a human gut check still matters.
Step 7: Iterate and Ignore the Hype
Lead scoring isn’t magic, and it’s never “done.” Here’s what to keep in mind:
- Check results monthly. Are your top-scored leads converting? If not, adjust.
- Don’t sweat perfect data. Albacross is good, but it’s not clairvoyant. Accept some gaps and focus on the big picture.
- Ignore “AI-powered” claims unless you have the volume and data quality to back them up (most don’t).
- Talk to your sales team. They’ll spot patterns you miss in the dashboard.
What Works, What Doesn’t, and What to Ignore
What works: - Keeping your scoring simple and tied to real business goals. - Updating your model as you learn more. - Using lead scoring as a guide, not gospel.
What doesn’t: - Relying only on website behavior. (Some buyers research, others just pick up the phone.) - Trying to cram in every possible data point. More isn’t always better. - Expecting lead scoring to make up for bad messaging or weak product-market fit.
What to ignore: - Fancy dashboards that look impressive but don’t actually help you prioritize. - “AI” features that don’t explain how they score leads. - The urge to make everything automated from day one.
Keep It Simple. Iterate Often.
You don’t need a PhD in data science to get real value from Albacross lead scoring. Start with your gut, set up clear rules, and adjust as you go. Don’t wait for perfect data or the “ultimate” scoring system. Just get something live, see what works, and keep tweaking.
At the end of the day, the goal isn’t a pretty dashboard—it’s more conversations with the right companies. Keep your process grounded, and you’ll see results.