Lead scoring

Lead scoring overview

Lead scoring is a method to prioritize leads based on various attributes like employee count, job titles, and online behavior to identify the leads most likely to become customers.

Types of lead scoring

Customer/Account Fit Scoring

• Evaluates prospect alignment with ICP, and is based on company size, industry, and technology stack.

Lead/Account Engagement Scoring

• Tracks interactions like email responses, website visits, and event participation.

Lead Grade

• Comprehensive evaluation combining fit and engagement metrics.

Lead scoring prerequisites

Ensure you have the following to successfully lead score within Clay:

• Data points for scoring
• Lead scoring criteria
• CRM fields for score syncing

Setting up lead scoring with custom formulas

Follow these steps to create a lead scoring system for your leads.

Step 1: Add a formula column

Go to your table and create a new column.

Set the column type to Formula.

Step 2: Enter your custom formula

Use the Formula Generator to create a formula that matches your scoring criteria.

• For Number-Based Scoring: Use formulas to calculate a total score by adding points for attributes like company size, role, or revenue.
• For Grade-Based Scoring: Use conditional rules to assign letter grades based on combinations of criteria.
• For Fit Criteria: Use binary rules to label leads as “Yes” or “No” depending on whether they meet your defined requirements.

Step 3: Verify and save

Review your lead scores within Clay and save the formula.