Lead Scoring Settings
Choose your business type
Result
Your output will appear here.
Get a ready-made lead scoring model for your business in a few clicks. Choose your business type, from B2B SaaS and agencies to e-commerce and local services, set the points for hot and warm leads, and the tool builds a scoring template with fit and intent criteria, negative points for poor-fit signals, and hot, warm and cold tiers. It is free, needs no sign-up and runs in your browser.
Choose your business type
Your output will appear here.
Starts from a model suited to B2B SaaS, Agency / consultancy, E-commerce or Local services.
You set the points a lead needs to count as hot or warm. Anything below the warm line is cold.
Adds points for fit and buying signals and subtracts points for warning signs such as inactivity or a budget below your minimum.
Copy the template into a spreadsheet, a sales playbook or the scoring settings of your CRM.
Three steps from a blank form to a result you can use.
Pick B2B SaaS, Agency / consultancy, E-commerce or Local services so the criteria match how you sell.
Enter the points that mark a hot lead and a warm lead. The defaults are hot at 70 and warm at 40.
Click Generate Template, review the criteria and points, then copy the model into your CRM or sheet.
Lead scoring gives every lead a number so sales can call the right people first. This tool hands you a starting model for your business type, so you can agree it with sales and refine it with real data.
The hot threshold must be higher than the warm threshold. Leads that score below the warm threshold count as cold.
The tool is not AI. It builds the template in your browser from the business type and thresholds you choose, and the same inputs give the same template.
Lead scoring adds points for two kinds of signals:
Good models also take points away. Negative scoring removes points for signals that a lead will not buy, such as a competitor email domain or repeated visits to your careers page. Score decay removes points over time, so old interest does not look like current intent. VanillaSoft suggests subtracting points for every 30 days of inactivity. The B2B SaaS template already includes this, with -15 for no activity in 30 days, and every template includes negative points.
The thresholds decide what happens next. A common setup:
| Tier | Score | Next step |
|---|---|---|
| Hot | At or above the hot threshold | Sales contacts the lead quickly |
| Warm | Between the warm and hot thresholds | Marketing nurtures with useful content |
| Cold | Below the warm threshold | Low-touch nurture or no action |
Marketing and sales must agree on what each tier means. A model built by marketing alone is likely to be ignored by sales.
Example: an example using the B2B SaaS template with the default thresholds, hot at 70 and warm at 40. The leads are made up.
Lead A works at a company with 50+ employees (+15), has a decision-maker job title (+15), visited the pricing page twice (+10) and opened three emails (+5). Score: 15 + 15 + 10 + 5 = 45. That is warm, so marketing keeps nurturing.
A week later Lead A books a demo (+20). Score: 45 + 20 = 65. Still warm, five points short of hot.
Lead A then activates a free trial (+15). Score: 65 + 15 = 80. That clears the hot threshold of 70, so sales calls the same day.
Lead B signs up with a free email domain (-10), opens three emails (+5) and then shows no activity for 30 days (-15). Score: -10 + 5 - 15 = -20. Cold, and the negative points keep this lead off the sales list.
Each business type comes with fixed criteria and points. These are the values the template uses:
| Business type | Positive criteria | Negative criteria | Maximum score |
|---|---|---|---|
| B2B SaaS | Company size 50+ employees (fit) +15; Target job title (decision maker) +15; Industry matches ICP +10; Booked a demo +20; Visited pricing page 2+ times +10; Opened 3+ emails +5; Free trial activated +15 | Free email domain (gmail, etc.) -10; No activity in 30 days -15 | 90 |
| Agency / consultancy | Budget confirmed above your minimum +20; Decision maker on the call +15; Clear project scope +10; Timeline under 90 days +15; Referred by existing client +15; Visited services / case studies +5; Replied to outreach +10 | Asking for free work -15; Budget below minimum -20 | 90 |
| E-commerce | Purchased in last 90 days +20; Cart abandoned +10; Viewed product 3+ times +10; Joined email list +5; Opened 3+ emails +5; Clicked an offer +10; Average order value above target +15 | Unsubscribed -20; No visit in 60 days -10 | 75 |
| Local services | Located in service area +15; Requested a quote +25; Phone call or form submitted +15; Urgent need (this week) +15; Matches service type +10; Visited pricing / services page +5 | Outside service area -20; Price shopping only -10 | 85 |
The maximum score is every positive criterion added together. With the default hot threshold of 70, a B2B SaaS lead needs most of the fit and intent signals to count as hot, while a single quote request already gives a Local services lead 25 points. The E-commerce maximum is only 75, so a hot threshold of 70 is close to perfect. We suggest a lower hot threshold for E-commerce, such as 50 to 60.
No template is right on day one. We suggest these checks:
Quick answers about the Lead Scoring Template Generator.
It builds a lead scoring model for your business type. You choose B2B SaaS, Agency / consultancy, E-commerce or Local services, then set the hot and warm thresholds in points. The tool returns fixed scoring criteria with positive and negative points, plus hot, warm and cold tiers, that you can copy into your CRM.
It depends on your data. The tool's defaults are hot at 70 points and warm at 40, so warm covers 40 to 69 and anything lower is cold. After a month or a quarter, check which scores actually turned into customers and move the thresholds up or down to match your results.
Yes. It is free to use and needs no account or card details. Choose your business type, enter the two thresholds and click Generate Template. It runs in your browser and is not an AI tool, so the same inputs always give the same template, which makes it easy to compare versions.
Fit scoring rates who the lead is, such as company size, industry and job title. Behavior scoring rates what the lead does, such as visiting your pricing page, opening emails or requesting a demo. Strong models combine both, so a well-matched lead who shows real buying intent rises to the top.
No. It writes the scoring model, meaning the criteria, points and thresholds. To score real leads, set up the same rules in your CRM or marketing tool, or apply them in a spreadsheet. Many CRMs include lead scoring settings where you can enter criteria and points by hand.
Review it monthly or quarterly, and sooner if hot leads stop converting or you enter a new market. Compare scores with closed deals, ask sales which signals matter, and adjust points or thresholds. A model that never changes slowly drifts away from how your buyers actually behave.
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