Documentation
Lead Scoring
LeadMachine uses AI-powered lead scoring to rank your leads from 0-100 and assign letter grades (A/B/C/D). Scores help you focus on the leads most likely to convert.
How It Works
Every lead is scored across 5 dimensions, each weighted by importance:
| Dimension | Weight | What It Measures |
| ----------- | -------- | ----------------- |
| Engagement | 30% | Interaction count in the last 30 days (notes, completed tasks, email opens, clicks) |
| Recency | 25% | Days since last activity (more recent = higher score) |
| Completeness | 15% | Key fields populated: email, phone, company, title, LinkedIn |
| Source Quality | 15% | Where the lead came from (LinkedIn/referral = highest, unknown = lowest) |
| Value Signals | 15% | Has a deal? Has a company? Has been enriched? Has orders? |
| Source | Score | |
| -------- | ------- | |
| LinkedIn, Referral | 5 (highest) | |
| Form submission, Organic | 4 | |
| Import | 3 | |
| Shopify, Facebook | 2 | |
| Unknown | 1 | |
| Grade | Score Range | Meaning |
| ------- | ------------ | --------- |
| A | 80-100 | Hot — prioritize for immediate action |
| B | 60-79 | Warm — strong potential, nurture actively |
| C | 40-59 | Cool — needs more engagement or data |
| D | 0-39 | Cold — low priority or incomplete data |
When Scores Are Computed
Scores are computed automatically at two points:
- After enrichment — When a lead is enriched (via the background enrichment queue), the score is recalculated immediately
- Nightly — A cron job runs at 2 AM and recomputes scores for all active leads across all companies
You don't need to trigger scoring manually — it happens automatically.
Auto-Tagging by Grade
When a lead's grade changes (e.g., from C to B, or B to A), LeadMachine automatically:
- Creates a score tier tag if it doesn't exist:
score-tier-a(green),score-tier-b(blue),score-tier-c(amber),score-tier-d(red) - Removes the old grade tag from the lead
- Applies the new grade tag to the lead
- Triggers campaign enrollment — if you have an email campaign with the grade tag as its trigger, the lead is automatically enrolled
Setting Up Score-Based Nurturing
To automatically enroll leads in campaigns based on their grade:
- Go to Email Campaigns
- Create a new campaign (e.g., "Hot Lead Nurture")
- Set the trigger tag to
score-tier-a - Design your email sequence
- Activate the campaign
Now any lead that scores into Grade A will automatically receive your nurture sequence. Create different campaigns for different grades to tailor your messaging.
Viewing Scores
Lead scores and grades are visible:
- On the lead detail page — score and grade badge
- In Focus Mode — "Call Next" actions show the lead's score and grade
- In the Daily Summary — pipeline health includes lead quality distribution by grade
- Via filters — filter leads by score range or grade
Focus Mode Integration
Leads with scores of 50+ (Grade B or A) that have a phone number and haven't been contacted in 2+ days appear as "Call Next" actions in Focus Mode. This is Ledo telling you who to call next based on data, not guesswork.
Pipeline Health
Your Daily Summary includes a pipeline health score (0-100) that factors in:
- Deal velocity — how quickly deals move through stages
- Win rate trend — improving, stable, or declining
- Stale deals — deals stuck in a stage too long
- Lead quality — count of A-grade leads in your pipeline
Ledo narrates the health score in your daily briefing and highlights areas that need attention.
FAQ
Q: How quickly does a new lead get scored? A: If the lead goes through enrichment first (which happens automatically), it's scored within minutes. Otherwise, it's scored during the nightly run.
Q: Can I manually trigger scoring? A: Scores are computed automatically. Enriching a lead will trigger an immediate rescore.
Q: Why is my lead scored low? A: Common reasons: missing contact info (email, phone, company), no recent activity, low-quality source, no associated deal. Enriching the lead and adding notes/tasks will improve the score.
Q: Do scores change over time? A: Yes. Scores are recomputed nightly. A lead that was active last week but hasn't been touched will see its Recency score decrease. Conversely, adding notes or completing tasks boosts the Engagement score.
Q: What's the difference between lead scoring and RFM scoring? A: Lead scoring applies to all leads and measures sales readiness. RFM scoring applies only to Shopify customers and measures purchase behavior (Recency, Frequency, Monetary value). Both run nightly and serve different purposes.
Related Documentation:
- Lead Enrichment - How enrichment feeds into scoring
- Focus Mode - How scores drive "Call Next" actions
- Lead Management - Working with leads
- Shopify Integration - RFM scoring for Shopify customers
Last Updated: February 2026