Qualifying leads is one of those things everyone says they do, but most teams are just guessing. If your pipeline looks busy but you’re still missing targets, that’s probably why. This guide is for sales folks, SDRs, and anyone tired of chasing dead ends. We’ll walk through using Outplayhq to set up custom lead scoring—so you can stop wasting time and actually spot deals that might close.
Why bother with lead scoring in Outplayhq?
If you’ve never used lead scoring, here’s the blunt truth: You’re probably spending too much time on the wrong people. Outplayhq gives you a way to assign points to leads based on what matters to you—not just what some “AI” thinks is interesting.
But don’t expect magic. Lead scoring only helps if you set it up based on your real-world experience, not wishful thinking or default settings.
Step 1: Decide what actually makes a good lead for you
Skip the generic stuff. Before you click anything in Outplayhq, get clear on what a qualified lead really looks like for your team. Ask yourself:
- Who actually buys from us, and why?
- What behaviors or traits have actually led to deals in the past?
- What’s just noise (e.g., someone opening 10 emails but never replying)?
Don’t overthink this. In most cases, a good lead is someone who: - Fits your target industry or role - Engages (opens, clicks, replies) - Books meetings - Has a legit business problem you solve
Write down the top 3-5 signals you care about. If you wouldn’t bet your own lunch money on them, don’t include them.
Pro tip: Talk to your best reps about what really matters, not what’s in the playbook.
Step 2: Map your signals to Outplayhq’s custom scoring
Now it’s time to turn those signals into points. Outplayhq lets you create custom scoring rules—think of them as “if this, then add X points.” Here’s how to approach it:
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Login and go to Settings
In Outplayhq, look for the “Lead Scoring” or “Custom Scoring” settings. It’s usually under “Settings” → “Scoring.” -
Review the default rules
Outplayhq comes with some baked-in rules (like +10 for email opens). Honestly, most defaults are too generous. Ignore them for now. -
Add your own rules
For each signal, create a rule. Example: -
Job Title contains ‘VP’ or ‘Director’: +15 points
- Clicked a link in email: +10 points
- Replied to any email: +25 points (replies matter more than opens)
- Booked a meeting: +30 points
- Company size > 100 employees: +5 points
Be ruthless—don’t give points for vanity metrics like “opened 6 emails” or “visited website once.”
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Set negative points for red flags
If someone unsubscribes, bounces, or marks you as spam, subtract points. You can also deduct for unqualified criteria (like “student” in job title). -
Unsubscribed: -20 points
- Bounced email: -15 points
- Job Title contains ‘Student’ or ‘Intern’: -10 points
Pro tip: Don’t add too many rules. Start simple. It’s easier to tweak later than untangle a mess.
Step 3: Assign weights that reflect reality, not wishful thinking
It’s tempting to hand out points like candy. Resist. The whole point is to reward meaningful actions and traits.
- Replies and meetings should be worth way more than opens or clicks.
- Engagement is good, but don’t let “activity” outweigh “fit.”
- If you’re not sure about the right points, start with round numbers and adjust after a month.
Example Score Table:
| Signal | Points | |------------------------------|--------| | Replied to email | +25 | | Booked meeting | +30 | | Clicked link | +10 | | VP/Director title | +15 | | Unsubscribed | -20 |
You get the idea. The goal is to make it obvious which leads are worth your time.
Honest take: Most teams overweight email opens. If that’s your main signal, your pipeline’s probably full of tire-kickers.
Step 4: Build your lead scoring workflow in Outplayhq
Once your rules are set, it’s time to put the system to work.
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Test on real leads
Run the scoring on your current leads. See who bubbles to the top. Are those names actually promising? If not, tweak your rules. -
Set up views or filters
In Outplayhq, create smart lists or saved views based on score ranges: - “Hot” leads (score > 50)
- “Warm” leads (score 20-50)
- “Cold” leads (score < 20)
This helps you focus on what matters instead of staring at a list of 500 names.
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Share with your team
Make sure everyone understands what the scores mean. If nobody trusts the scores, nobody will use them. -
Schedule regular reviews
Every couple of weeks, look at your closed deals and see if your scoring is actually predicting success. If not, change it.
What to ignore: Don’t bother building hyper-granular rules for every minor action. Keep it focused on things that move the deal forward.
Step 5: Use your lead scores to drive real action
The point of scoring isn’t to make pretty dashboards—it’s to decide what to do, faster.
- Prioritize follow-ups: Work “hot” leads first. Don’t let them go cold.
- Disqualify quickly: If someone’s score is tanking, move on. Don’t kid yourself.
- Tailor your outreach: Use the score to customize your messaging. “Warm” leads might need a nudge; “hot” leads are ready for a meeting.
- Align with marketing: Share feedback so marketing isn’t dumping junk into your pipeline.
Pro tip: Don’t automate too much. Human judgment still beats any score, especially with complex deals.
What actually works (and what doesn’t)
- Works: Clear, simple rules based on what actually predicts closed deals.
- Works: Regularly tweaking your scoring after reviewing real outcomes.
- Doesn’t work: Blindly trusting default rules or scoring based on “activity” alone.
- Doesn’t work: Overcomplicating things with 20+ scoring rules. You’ll just confuse yourself.
If you’re not sure, keep it simple and iterate. Complexity is the enemy of action.
Common mistakes to avoid
- Chasing vanity metrics. Opens and clicks are cheap. Focus on replies and meetings.
- Never updating your rules. The market changes. So should your scoring.
- Not sharing with your team. If reps don’t know what a “60” means, what’s the point?
- Overweighting negative signals. A single unsubscribe shouldn’t kill a lead unless it really means “never contact again.”
Wrapping up — Keep it simple, keep it real
Lead scoring in Outplayhq isn’t rocket science, but it does take a little thought up front. Skip the hype, focus on what actually matters, and don’t be afraid to adjust as you go. You’ll waste less time, close more deals, and maybe even enjoy prospecting again.
Remember: A good scoring system is like a good to-do list. If it doesn’t make your day easier, fix it until it does.