build-lead-scoring

You can build a two-score lead scoring model in HubSpot by creating a Fit score based on ICP tier and persona, alongside an Engagement score using time-decayed activity signals. This separates best-fit accounts from actively engaged prospects for sales prioritization.

Time-based decay in lead scoring reduces the weight of older activities over time. Engagement scores use time-decayed signals from emails, website visits, and form submissions to ensure recent interactions carry more weight in sales prioritization.

HubSpot's new Lead Scoring tool allows up to five scores per portal. This two-score model uses two of those slots for Fit and Engagement, leaving room for additional custom scoring dimensions if needed.

Yes, setting up lead scoring for lifecycle progression requires specific HubSpot permissions to access the new Lead Scoring tool. You need portal access to configure Fit scores based on ICP tier and Engagement scores from activity signals.

Prioritize SDR outreach by applying a two-score lead scoring model combining ICP fit and engagement signals. SDRs target leads with high Fit scores showing recent engagement, supported by marketing automation for lifecycle progression.

A two-score model separates ICP-fit prospects from engaged, active prospects. This distinction aligns sales and marketing teams, allowing SDRs to prioritize outreach based on whether an account matches the ideal customer profile or is showing current buying signals.