AI Lead Scoring
HARi’s AI scoring helps you focus on the leads most likely to convert. Every lead gets a score from 0 to 100, updated automatically as interactions happen.
How scoring works
Section titled “How scoring works”The score is computed from three categories:
Profile fit (0-30 points)
Section titled “Profile fit (0-30 points)”How well the lead matches your ideal customer profile:
- Job title seniority and relevance
- Company size and industry match
- Geographic fit
- Completeness of contact information
Engagement signals (0-50 points)
Section titled “Engagement signals (0-50 points)”How actively the lead interacts with your business:
- Email opens and replies
- Website visits (if tracked)
- Meeting attendance
- Form submissions
- Content downloads
Recency and momentum (0-20 points)
Section titled “Recency and momentum (0-20 points)”How recent and frequent the interactions are:
- Last interaction date
- Interaction frequency trend (increasing = more points)
- Time since first contact
Score decay
Section titled “Score decay”Scores are not static. If a lead goes quiet, the score gradually decreases:
- No interaction for 7 days: -2 points
- No interaction for 14 days: -5 points
- No interaction for 30 days: -10 points
This ensures your hot leads list always reflects current reality, not past interest.
Auto-movement rules
Section titled “Auto-movement rules”Combine scoring with workflows to automate your pipeline:
Auto-qualify: When a lead’s score crosses 20, automatically move it to “Qualified” and notify the assigned sales rep.
Auto-nurture: When a lead’s score drops below 15, move it to “Nurture” and trigger a re-engagement email sequence.
Auto-archive: When a lead’s score stays below 5 for 60 days, archive it to keep your pipeline clean.
Viewing scores
Section titled “Viewing scores”Scores appear everywhere you see lead data:
- List view: score column with color-coded badges (green > 50, yellow 20-50, grey < 20)
- Record page: score widget showing current score, trend arrow, and breakdown
- Kanban: score badge on each card
- Dashboard: “Top scoring leads” widget
Customizing the model
Section titled “Customizing the model”The default scoring model works well for most B2B sales. You can adjust it in Settings > AI Scoring:
- Change point weights for each category
- Add custom scoring rules (e.g., “+10 if industry = SaaS”)
- Set your own thresholds for auto-movement
- Exclude specific lead sources from scoring