So you’ve got a list of leads, a limited amount of time, and an even shorter attention span for sales tools that overpromise and underdeliver. This guide is for salespeople, SDRs, and anyone who’s tired of chasing “hot leads” that turn out to be duds. If you’re using Salesfinity or considering it, I’ll show you how to actually use its lead scoring features—without drowning in data or spinning your wheels.
Let’s cut through the sales tech noise and get to what works.
Step 1: Get Your Data House in Order
Before you touch lead scoring, make sure your CRM data isn’t a dumpster fire. Salesfinity’s scoring is only as good as the info you feed it.
What matters: - Up-to-date contact info (no ancient emails or bounced addresses) - Accurate company names, job titles, and deal stages - Consistent data entry—don’t mix “VP” with “Vice President” and expect magic
Pro tip:
Don’t bother scoring leads that haven’t engaged in more than 12 months. Archive them and move on.
Step 2: Understand What Salesfinity’s Lead Scoring Actually Does
Lead scoring sounds fancy, but it boils down to ranking prospects based on how likely they are to buy. Salesfinity uses a mix of: - Fit (how well the lead matches your ideal customer profile) - Engagement (how much they interact—opens, clicks, calls, etc.) - Custom scoring rules you set
Reality check:
No lead scoring algorithm sees the future. These are educated guesses. Treat scores as signals, not gospel.
Step 3: Define What “High Value” Means for Your Team
Don’t let generic scoring models drive your process. The default settings in Salesfinity are a starting point, not a finish line.
Sit down with your team and agree on: - Which industries, company sizes, or roles are your best customers? - What actions actually signal intent? (A demo request is worth more than a webinar signup) - Which red flags should automatically lower a score? (Free emails, students, competitors)
Skip:
Scoring based on vanity metrics like social followers or generic website visits. They rarely mean much.
Step 4: Customize Your Salesfinity Scoring Model
This is where most teams either get lazy or overcomplicate things. Aim for practical, not perfect.
To tweak your scoring: 1. Go to the Salesfinity dashboard, find “Lead Scoring Settings.” 2. Adjust the weights for: - Demographics: Prioritize job titles, company size, relevant industries. - Engagement: Upweight real buying signals (e.g. pricing page visits, replies). - Negative signals: Dock points for bounced emails, unsubscribes, or competitors. 3. Test your model by looking at last quarter’s closed-won deals. Did they actually have high scores? If not, keep tweaking.
Pro tip:
Limit yourself to 5-7 scoring factors at first. More than that and you’ll just create noise.
Step 5: Set Up Alerts and Views for High-Scoring Leads
Now that your scoring model is dialed in, make sure you actually see the leads that matter.
How to do it: - Set up a “High Priority” smart list in Salesfinity—filter by score threshold (e.g. 75+ out of 100) - Enable instant alerts or daily digests for new high-scoring leads - Create a Kanban or pipeline view to visualize where your best prospects are getting stuck
What to ignore:
Don’t waste time on every lead that creeps over your threshold. Focus on those with multiple strong signals, not just one.
Step 6: Prioritize Outreach (and Don’t Get Distracted)
With your high-value prospects front and center, the real work starts: reaching out.
Tips for not screwing this up: - Tackle the highest scores first, but use your judgment. A hot lead from a tiny company might not be worth more than a lukewarm one from a big target account. - Personalize your outreach. A high score doesn’t mean you can spam them with generic pitches. - Review your “High Priority” list daily, but don’t let it become a to-do list graveyard. If a lead stalls out, move on.
Pro tip:
Block time on your calendar for daily “high-value lead sprints.” No checking Slack, no multitasking—just focused outreach.
Step 7: Review and Adjust—Don’t Set and Forget
Lead scoring is not a slow cooker. Set it and forget it, and you’ll end up serving cold leads.
Every 1-2 months: - Pull a list of closed-won, lost, and no-response leads. - Compare their scores. Are your best deals consistently high-scoring? If not, revisit your model. - Get feedback from reps—are the “hot” leads any good, or just noise? - Adjust your scoring weights, add/remove criteria, or update your ideal customer profile as needed.
Skip:
Chasing every new AI-powered scoring feature unless you see evidence it actually improves results. Fancy dashboards won’t fix a broken process.
What Works, What Doesn’t, and What to Ignore
Works: - Focusing on clear, actionable signals (job title, intent actions, company fit) - Regularly cleaning and updating your CRM - Using lead scores as a guide, not a rulebook
Doesn’t: - Blindly trusting the default scoring model - Overweighting “engagement” like email opens, which are easily faked - Adding too many scoring factors—simple is almost always better
Ignore: - Any “lead scoring hack” that promises to 10x your pipeline overnight. There are no shortcuts.
Keep It Simple—And Keep Tweaking
Salesfinity’s lead scoring can be genuinely useful, but only if you keep your model simple, review it often, and use your own judgment. Don’t chase every shiny feature—stay focused on what actually moves the needle. Prioritize, act, review, and adjust. That’s how you turn lead scores into real results.
Now go close something.