Create and manage lead scoring types


Lead scoring enables you to design your marketing and sales strategies around leads, and measure and optimize your interactions with the visitors classified as qualified leads.

You can create as many lead scoring types and stages as you need for your lead scoring model. Each scoring type has one or more set of stages with thresholds that define the lead’s readiness to convert. The lead scoring types you create are applied only to the data center in which you create them.

Create lead scoring types

  1. Navigate to Analytics » Lead Scoring.
  2. Click the Define a lead scoring type button.
  3. Enter a name and optionally a description of your new scoring type.
  4. Under Stages of engagement define one or more stages by entering a name and threshold point value. For example, enter Hot leads with threshold 100 points.
  5. To add more levels of engagement, click +Add a stage.

    NOTE: The threshold of each subsequent stage you add needs to be higher than the previous stage.

  6. If you want to send notifications to sales team, select the respective checkbox under Notifications. Enter the email address or addresses of the people to be notified once a visitor passes any of the scoring type thresholds.
  7. If you created more than one stage, optionally, click the Use different notification settings for each threshold link. Enter the emails of the respective sales team members to be notified once a visitor passes the threshold of each stage.
  8. Click Create this scoring type.

Once you create the scoring type, you need to create scoring rules that relate visitors behavior to your lead scoring type and its stages.

Edit and delete lead scoring types

You can edit any field and threshold of a lead scoring type. Bear in mind that changing thresholds does not result in any recalculations. In addition, you cannot rearrange thresholds, as every threshold acts as a range of leads, or, lead readiness.

Deleting scoring types does not result in deletion of scoring rules and vice versa. You delete scoring types independently from the rules.

To understand how changing fields and thresholds affects Lead scorings calculations, see Retroactive scoring calculation.

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Lead scoring rules