Lead Scoring & Qualification
Automatically score leads based on company size, engagement, and fit, surfacing hot prospects
HubSpot integration that calculates lead quality scores using company firmographics, email engagement, website activity, and conversion likelihood. Prioritize sales time on high-potential leads.
Nora analyzes each lead in HubSpot using firmographic data (company size, industry, revenue), behavioral signals (email opens, page visits, asset downloads), and profile fit (matches your ideal customer profile). It scores each lead on a scale of 1–100. Leads scoring 70+ are 'Sales Ready', 50–69 are 'Nurturing Candidates', below 50 are 'Not Qualified'. You define your ideal customer profile once (e.g., SaaS companies, 50–500 employees, in North America, $500K+ revenue), and Nora applies it consistently. Example: TechCorp (200 employees, $50M revenue, North America, software industry) downloads your pricing guide and opens 3 emails = Score 85 (Sales Ready). StartupXYZ (2 people, pre-revenue, unknown location) visits your homepage and bounces = Score 15 (Not Qualified). A mid-market company that matches your profile but is just browsing = Score 55 (Nurturing). Your sales team focuses on Sales Ready leads while nurturing campaigns handle Nurturing Candidates. This improves sales efficiency by 20–30% because reps spend time on qualified prospects, not every lead. The automation updates scores daily based on new activity.
How it works
- Pull all leads and their company firmographics from HubSpot
- Score each lead on company fit (size, industry, location, revenue)
- Analyze behavioral signals (email opens, website visits, form submissions)
- Calculate engagement score (recency and frequency of interactions)
- Apply lead scoring formula: firmographic + behavioral + engagement
- Update lead score in HubSpot and flag Sales Ready leads
Frequently asked questions
What does "Lead Scoring & Qualification" do?
HubSpot integration that calculates lead quality scores using company firmographics, email engagement, website activity, and conversion likelihood. Prioritize sales time on high-potential leads.
How long does setup take?
Under 5 minutes. Connect your tools and Nora handles the rest.
Which tools does this use?
Uses HubSpot, run by your Sales Dev Rep.
How much time does this save?
Saves approximately 6 hours/week, running daily at 6:00 am.