From hubspot-admin
Create a comprehensive lead scoring model with separate Fit and Engagement scores using HubSpot's new Lead Scoring tool. Replaces the deprecated HubSpot Score property.
npx claudepluginhub tomgranot/hubspot-admin-skillsThis skill uses the workspace's default tool permissions.
Create a two-score lead scoring model using HubSpot's new Lead Scoring tool: a Fit score (ICP company fit + persona match) and an Engagement score (behavioral signals with time decay). This enables sales to prioritize by company fit and marketing to prioritize by engagement recency.
Activate for: lead score, score this lead, qualify, qualification, lead quality, ICP match, fit score, should we pursue, is this a good lead, lead tier, hot lead, warm lead, MQL, SQL, prioritise leads, lead ranking, lead rating, account score. NOT for: prospect research (use prospect-research), CRM enrichment (use crm-enrichment), outreach drafting (use outreach), pipeline forecasting (use pipeline).
Designs composite intent scoring models with decay, weighting, thresholds, and governance. For multi-source signals, auditing account tiers, and stakeholder communication.
Guides marketing automation strategy and implementation in HubSpot, Marketo, ActiveCampaign including lead scoring, email sequences, and workflows.
Share bugs, ideas, or general feedback.
Create a two-score lead scoring model using HubSpot's new Lead Scoring tool: a Fit score (ICP company fit + persona match) and an Engagement score (behavioral signals with time decay). This enables sales to prioritize by company fit and marketing to prioritize by engagement recency.
Without scoring, every lead looks equally (un)important. Sales has no ranked list of who to call first, marketing cannot trigger stage progressions based on engagement, and there is no way to differentiate between a senior decision-maker at a target-vertical enterprise and a generic contact who has never opened an email.
The old "HubSpot Score" property is deprecated. Score properties stopped being editable as of July 2025 and stopped updating as of August 2025. Do NOT reference the old HubSpot Score property in any workflows, lists, or reports.
The new Lead Scoring tool (Marketing > Lead Scoring) supports:
Before executing, collect the following information from the user:
Q1: What job titles/personas are most valuable to you?
Q2: What engagement actions matter most?
Q3: What negative signals should reduce scores?
Q4: What score threshold should trigger MQL status?
Use Associated company property > ICP Tier:
These are starting points -- calibrate based on your actual conversion data after 30 days.
| Criteria | Condition | Points (suggested range) |
|---|---|---|
| Primary ICP Company | ICP Tier is "Tier 1 - Primary ICP" | +25 to +35 |
| Secondary ICP Company | ICP Tier is "Tier 2 - Secondary ICP" | +15 to +25 |
| Tertiary ICP Company | ICP Tier is "Tier 3 - Tertiary ICP" | +5 to +15 |
| Not ICP Company | ICP Tier is "Not ICP" | -10 to -20 |
Use Contact property > Job title > contains any of:
These are starting points -- adjust titles and weights to match your buyer personas.
| Criteria | Example Title Values | Points (suggested range) |
|---|---|---|
| C-Suite Executives | CEO, COO, CFO, CTO, CRO, CMO, Chief Revenue Officer | +20 to +30 |
| VP-Level Leaders | VP of Operations, VP of Marketing, VP of Sales, VP of Finance | +20 to +30 |
| Director-Level | Director of Operations, Director of Marketing, Head of Procurement, Director of Finance | +15 to +25 |
| Manager-Level | Engineering Manager, Operations Manager, Marketing Manager, Procurement Manager | +10 to +20 |
| Other Relevant Titles | Analyst, Coordinator, Specialist (if relevant to your sales process) | +5 to +10 |
Customize these titles based on your buyer personas. The point values should reflect how likely each persona is to be a decision-maker or champion for your product. The ranges above are starting points -- review after 30 days and adjust based on which titles actually convert.
| Criteria | Condition | Points |
|---|---|---|
| Missing Company Name | Company name is unknown | -10 |
| Hard Bounced | Hard bounce reason is known | -50 |
| Globally Unsubscribed | Unsubscribed from all email = True | -100 |
| Criteria | Condition | Points | Decay |
|---|---|---|---|
| Opened Marketing Email | Last marketing email open date within last 30 days | +15 | Monthly |
| Clicked Marketing Email | Last marketing email click date within last 30 days | +25 | Monthly |
| Visited Website | Number of Sessions > 0 | +20 | Quarterly |
| Submitted a Form | Number of Form Submissions > 0 | +30 | Quarterly |
| Criteria | Condition | Points |
|---|---|---|
| No Email Activity 6+ Months | Last marketing email open date > 180 days ago | -20 |
For reference, here is how the two scores work together to prioritize contacts:
| Contact Profile | Fit Score | Engagement Score | Priority |
|---|---|---|---|
| CEO at Tier 1 company, clicked email this week | ~60 | ~55 | Highest |
| Director of Operations at Tier 2 company, form submission | ~40 | ~50 | High |
| Unknown title at Tier 3 company, email open only | ~10 | ~15 | Medium |
| No title, Not ICP, no activity in 6 months | ~-25 | ~-20 | Lowest |
If you want to automatically progress contacts through lifecycle stages based on scoring:
Allow 4-6 hours for HubSpot to fully recalculate all contact scores. The new Lead Scoring tool processes asynchronously, and large databases take time.
Check the top 20 contacts:
Check the bottom contacts:
Check score distribution:
Sanity check: