Module 8 Lesson 5: Building a Lead Scoring system

A "Lead" isn't just a row in a database; it has a value. Lead Scoring is the process of assigning a number to a lead so you know who to call first.

1. Defining the Points (The Scoreboard)

You decide what matters to your business:

• Title: "CEO" (+50 pts), "Student" (-20 pts).
• Company Size: "> 500 employees" (+30 pts).
• Source: "Direct Referral" (+40 pts), "Cold Email" (+5 pts).

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2. Implementing in n8n (The Code Node)

While you could use 10 IF nodes, a Code Node (Module 3, Lesson 3) is much cleaner for scoring.

let score = 0;
const lead = $input.first().json;

if (lead.jobTitle.includes('Director')) score += 50;
if (lead.companySize > 100) score += 30;
if (lead.email.includes('.edu')) score -= 40;

return { json: { ...lead, score: score } };

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3. The "Action" Threshold

Once you have a score, use an IF Node to route the lead:

• Score > 80: Send urgent Slack to Sales.
• Score 40-79: Add to "Nurture" email sequence.
• Score < 40: Just save to Google Sheets for "Maybe later."

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4. Summary of Module 8

CRM Task	n8n Solution
Data Entry	Automated Triggers.
Duplicates	Search-First Pattern.
Relevance	Lead Scoring System.
Context	External Enrichment APIs.

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Exercise: The Scoring Champion

1. Design a scoring system for a "Web Design Agency." What 3 criteria would you use?
2. Build a workflow that: 1. Gets a lead. 2. Enriches with Clearbit. 3. Scores. 4. Routes.
3. How often should you update your scoring logic?
4. Why is lead scoring essential for preventing "Sales Burnout"?
5. Research: What is "Negative Scoring" and why is it important for filtering out competitors?

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Summary

You have completed Module 8: CRM Automation. You have built a sophisticated sales engine that catches leads, researches them, scores them, and ensures that your company never misses a high-value opportunity.

Next Module: Safety and Speed: Module 9: Error Handling and Troubleshooting.