If you’re in B2B sales, you know the pain: too many leads, not enough time, and everyone on your team has a different idea of what makes a “good” prospect. Lead scoring promises to fix that—if you set it up right. This guide is for sales teams who want to use Funnelflare to make lead scoring actually useful, not just another ignored column in your CRM.
Let’s get started, step by step. No fluff, no sales talk—just what you need to know.
1. What is Lead Scoring (and Why Bother)?
At its core, lead scoring is just a way to rank prospects so you spend more time on the ones most likely to buy. In Funnelflare, you assign points for things people do (like clicking an email) or who they are (like job title). It’s not magic, but it beats guessing.
Why bother? - You can prioritize outreach (no more chasing ghosts). - You can trigger automations (send the right stuff to the right people). - You avoid wasting time on leads that will never convert.
But here’s the thing: lead scoring works only if you keep it simple and revisit it often. Overcomplicate it and no one will use it.
2. Planning Your Lead Scoring Rules
Before you click around in Funnelflare, get your team on the same page. What actually makes a lead “hot” for your business? This isn’t a time for wishful thinking—look at your real, closed deals.
Start with two categories: - Demographic/firmographic: Who is the person or company? (job title, company size, industry) - Behavioral: What have they done? (opened emails, visited pricing page, booked a meeting)
Pro tip:
If you’re not sure what matters, pull up your last 20 won deals and look for patterns. Don’t bother scoring things just because you can.
3. Setting Up Lead Scoring Rules in Funnelflare
Time to roll up your sleeves. Here’s how to set up lead scoring rules that actually help your sales team.
Step 1: Log in and Find Lead Scoring
- Log into your Funnelflare account.
- Go to Settings (usually in the left sidebar).
- Find Lead Scoring—sometimes this is under “Automation” or “Contacts.” Don’t be afraid to use the search bar; Funnelflare’s UI isn’t always crystal clear.
Step 2: Sketch Out Your Model
Don’t make 50 rules right away. Start with 5–10 that you know matter. Here’s a simple starting point:
Demographic/Firmographic examples:
- +10: Job title contains “Director” or “VP”
- +8: Company size 100–500 employees
- +5: Industry matches your target
Behavioral examples:
- +15: Visited your pricing page
- +10: Opened a sales email
- +20: Clicked “Book a Demo”
- -10: Unsubscribed from emails
Pro tip:
You can and should use negative scores. If someone unsubscribes or marks you as spam, knock them down.
Step 3: Add Rules in Funnelflare
- Click Add Rule or New Scoring Rule.
- Choose the trigger (e.g., “Contact visits a web page” or “Contact field contains…”).
- Set your condition (e.g., URL contains “/pricing”, Title contains “Manager”).
- Assign a point value.
- Save.
Repeat for each rule. Don’t get cute with decimals (“+3.7 points for this”). Whole numbers make it easier to read, and easier to adjust later.
Step 4: Set Score Thresholds
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Decide what score makes a lead “hot.” For a simple model, you might say:
- 0–19: Cold
- 20–49: Warm
- 50+: Hot
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In Funnelflare, set up automations (or at least notifications) when a lead crosses a threshold. For example, send an alert to sales when someone hits 50 points.
Pro tip:
Don’t turn on automated sales emails to “hot” leads until you’ve checked the quality of what’s coming through.
4. What Works, What Doesn’t, and What to Ignore
What Actually Works
- Keep your rules simple: 5–10 rules is plenty to start.
- Use negative scoring: Weed out the bad fits.
- Score the things that actually predict buying: Like pricing page visits, demo requests, or specific job titles.
What Doesn’t Work
- Guessing on point values: If you don’t have data, just make your best guess, but revisit it often.
- Scoring “vanity” behaviors: Not every email open is gold. Focus on high-intent actions.
- Overcomplicating with endless rules: More rules doesn’t mean better results. It means more confusion.
What to Ignore
- Every single website visit: Stick to high-value pages (pricing, demo, contact us).
- Minor behaviors: Downloading a free PDF isn’t the same as booking a call. Don’t weight them the same.
- “Best practices” that don’t fit your business: Your customers are not everyone else’s customers.
5. Testing and Tweaking Your Scoring Model
No lead scoring model is perfect out of the gate. Here’s how to make sure yours doesn’t get ignored:
- Review the “hot” leads: Are they actually good? If not, adjust the rules.
- Ask your sales team: Are these leads worth their time? If not, fix it.
- Revisit monthly: Set a calendar reminder. Update your rules based on what’s closing (or not closing).
Pro tip:
Don’t let lead scoring become a “set and forget” thing. It’s a tool, not a silver bullet.
6. Automating Next Steps (Without Annoying Prospects)
Funnelflare lets you trigger automations when leads hit certain scores, but don’t spam people just because they’re “hot.” Better uses:
- Alert sales reps: Send a Slack or email notification.
- Move leads to a CRM stage: Automatically push them to “Qualified.”
- Enroll in a relevant sequence: Only if you’re sure it’s a fit.
Resist the urge to automate everything. Human touch still matters in B2B.
7. Common Pitfalls to Avoid
- Letting old rules pile up: Delete or update rules that don’t make sense.
- Ignoring negative behaviors: If someone opts out, drop their score.
- Treating the model as gospel: It’s a guide, not a guarantee.
8. Quick Checklist: Your First Month
- [ ] Built 5–10 rules based on real deals.
- [ ] Set up score thresholds and alerts.
- [ ] Shared the model with the sales team for feedback.
- [ ] Reviewed “hot” leads after two weeks—tweaked as needed.
- [ ] Scheduled a monthly review of the model.
Keep It Simple and Iterate
The best lead scoring models aren’t the most complicated—they’re the ones your team actually uses. Start simple in Funnelflare, get feedback, and keep tuning it. Don’t chase perfect. Just make sure your lead scores help you spend more time with real buyers and less time with tire-kickers.
If you’re ever unsure, ask your sales team: “Is this helping you close more deals?” If the answer’s no, adjust and move on. That’s how B2B teams win with lead scoring.