Lead Scoring Engine

Calculate and maintain lead scores (0-100) based on ICP fit, engagement signals, enrichment quality, and acquisition channel -- then sync scores and temperature labels to Attio CRM.

When to Use

• "Score this lead" or "score these leads"
• "What's the lead temperature?"
• "Prioritize my pipeline" or "rank prospects"
• "Update lead scores" or "re-score leads"
• After new engagement data comes in (email reply, meeting booked, website visit)
• When routing leads to determine outreach priority

Scoring Rubric

1. ICP Fit (0-30 points)

Criteria	Points	Details
Company size 10-500 employees	10	Sweet spot for AI Workforce solutions
Company size 500+	5	Enterprise = longer sales cycle
Company size <10	2	Limited budget
Target industry (logistics, manufacturing, professional services, import/export)	10	Primary verticals
Adjacent industry (retail, construction, tech)	5	Secondary verticals
Decision maker role (CEO, COO, VP Ops, Head of Digital)	10	Budget authority
Manager/Director	6	Influencer, not buyer
Individual contributor	2	Low purchase authority

2. Engagement Signals (0-25 points)

Signal	Points
Email reply (positive/interested)	10
Email reply (objection/question)	7
Meeting booked	15
Email opened 3+ times	5
Email link clicked	8
Website visit (tracked)	5
Downloaded resource	7
Social media interaction (liked/commented)	3

Points are additive but capped at 25.

3. Enrichment Quality (0-15 points)

Data Available	Points
Has LinkedIn profile URL	5
Has verified company domain	4
Has phone number	3
Has company size/industry data	3

4. Channel Quality (0-30 points)

Acquisition Channel	Points	Rationale
Referral	30	Highest trust, highest close rate
Cold email reply	20	Showed active interest
ManyChat (bot engagement)	15	Engaged with content
Ads (Meta/Google/TikTok)	10	Paid intent signal
Cold outreach (no reply yet)	5	Unvalidated
Scraped/purchased list	2	Lowest quality

Temperature Mapping

Score Range	Temperature	Action
0-30	Cold	Nurture sequence, low priority
31-60	Warm	Active follow-up, personalized outreach
61-100	Hot	Immediate action, book meeting, send proposal

Workflow

Step 1: Gather Lead Data

Collect from Attio CRM via MCP:

• Person record: name, email, phone, LinkedIn, company association
• Company record: size, industry, domain
• List entry data: lead_source, business_brand
• Notes and interaction history

Step 2: Calculate Score

// n8n Code Node — Lead Score Calculator
function calculateScore(lead) {
  let score = 0;

  // ICP Fit (0-30)
  const companySize = lead.company_size || 0;
  if (companySize >= 10 && companySize <= 500) score += 10;
  else if (companySize > 500) score += 5;
  else score += 2;

  const targetIndustries = ['logistics', 'manufacturing', 'professional services', 'import', 'export', 'trade'];
  if (targetIndustries.some(i => (lead.industry || '').toLowerCase().includes(i))) score += 10;

  const decisionRoles = ['ceo', 'coo', 'founder', 'owner', 'vp', 'head of', 'director of operations'];
  if (decisionRoles.some(r => (lead.role || '').toLowerCase().includes(r))) score += 10;

  // Engagement (0-25)
  let engagement = 0;
  if (lead.replied_positive) engagement += 10;
  if (lead.meeting_booked) engagement += 15;
  if (lead.email_opened_3plus) engagement += 5;
  if (lead.link_clicked) engagement += 8;
  score += Math.min(engagement, 25);

  // Enrichment Quality (0-15)
  if (lead.linkedin_url) score += 5;
  if (lead.company_domain) score += 4;
  if (lead.phone) score += 3;
  if (lead.company_size && lead.industry) score += 3;

  // Channel Quality (0-30)
  const channelScores = {
    'Referral': 30, 'Cold Email': 20, 'ManyChat': 15,
    'Social Media': 10, 'Direct': 5
  };
  score += channelScores[lead.lead_source] || 5;

  return Math.min(score, 100);
}

const temperature = score <= 30 ? 'Cold' : score <= 60 ? 'Warm' : 'Hot';

Step 3: Update CRM

Use Attio MCP to update:

• lead_score field on person record
• lead_temperature field (Cold/Warm/Hot) if available
• Add note with score breakdown for audit trail

Step 4: Route Based on Temperature

Temperature	Next Action
Hot	Notify via Telegram, assign to active follow-up
Warm	Add to follow-up sequence, prioritize in daily batch
Cold	Add to nurture sequence, re-score in 14 days

n8n Integration Pattern

Trigger (schedule/webhook)
  → Fetch leads from Attio (filter: score_updated_at > 7 days ago)
  → Loop: for each lead
    → Gather engagement data
    → Calculate score (Code Node)
    → Update Attio lead_score
    → Route by temperature
  → Send summary to Telegram

Re-Scoring Triggers

Event	Action
Email reply received	Re-score immediately, add engagement points
Meeting booked	Re-score, likely jump to Hot
14 days no interaction	Re-score, likely drop temperature
New enrichment data added	Re-score, update enrichment quality points
Manual override	Set score directly, add note explaining why

Quick Reference

Task	Method
Score single lead	Attio MCP: get record -> calculate -> update
Batch re-score	n8n workflow: scheduled daily at 8am
Check score	Attio MCP: get_record_details
Override score	Attio MCP: update_record with manual score + note

Error Handling

• Missing company data: score ICP fit as 0, note in breakdown
• Missing engagement data: default to channel score only
• Attio API failure: log error, retry in next batch
• Score exceeds 100: cap at 100