This guide is designed to help you bridge the gap between Marketing and Sales by defining exactly what makes a "hot" lead. Let’s get your LeadSeed scoring environment configured in minutes.

Overview: Why Configure Lead Types?

Lead scoring isn't just about numbers; it’s about language.

By setting up these thresholds, you ensure that when Marketing says a lead is "Highly Qualified," Sales knows exactly what that means in terms of engagement and potential.

How to Access Lead Type Configuration

1. Log into your LeadSeed backend.

2. Navigate to the RESULTS tab in the left-hand sidebar.

3. Select Leads scoring menu.

4. Click on the Settings/Configuration icon (Top right of the view) to trigger the Lead type configuration modal.

Step-by-Step Setup

1. Define Your Scoring Metric

First, decide which data point should determine the lead's category. You can toggle between different scoring dimensions depending on your current campaign goals:

• Potential: Based on the lead's profile and company fit.

• Interest: Based on their engagement level.

• Implication: Based on the urgency or pain points identified.

• Global (Recommended): An aggregate score that provides the most holistic view of the lead's readiness.

2. Set Your Range Values

LeadSeed allows you to segment your leads into three distinct tiers. You can customize the percentage thresholds to match your specific sales cycle:

• MQL (Marketing Qualified Lead): * Suggested Range: 0% – 50%

  • These are leads that have shown initial interest but require more nurturing before they are ready for a sales call.

• HMQL (Highly Marketing Qualified Lead): * Suggested Range: 51% – 80%

  • These leads are showing strong signals. They’ve engaged with key content and fit your target persona well.

• SQL (Sales Qualified Lead): * Suggested Range: 81% – 100%

  • The "Hand-raisers." These leads have reached a critical score and should be prioritized by your Sales team immediately.

3. Save and Apply

Once you’ve aligned the percentages with your internal definitions, click Submit. Your lead list will automatically update, categorizing every lead based on these new rules.

Best Practices for Lead Scoring

Tip: Don't set the bar for an SQL too low.

If Sales gets flooded with "warm" leads labeled as "hot," they'll lose trust in the scoring system.

Start conservative and adjust the ranges as you see how the leads convert.

• Review Quarterly: Marketing and Sales should meet every few months to see if the 81% threshold for SQLs is actually resulting in closed deals.

• Keep it Simple: Use the Global score for your primary view to avoid confusion across departments.

• Check the "Assessment" Column: Always cross-reference the automated score with the "Self-Assessment" provided by the lead to get the full story.

Need help refining your strategy?

If you’re unsure where to set your thresholds, start with the default 50/80/100 split - it’s the industry standard for a reason!