Traditional lead scoring assigns points to actions — downloaded a PDF, visited a pricing page, clicked an email. It tells you someone is active. It doesn't tell you if they're a fit. This stack goes further. It pulls enriched lead records from Salesforce and Marketo, constructs a structured input with firmographic and behavioral data, and runs it through a Claude scoring prompt that evaluates ICP fit, intent signals, and disqualifiers together. The output: a scored lead with a confidence level and a reasoning summary that sales can actually use.
The Stack
The Prompt
This stack is built around the Lead Quality Scoring Prompt. Here's the abbreviated version — the full prompt with all variables and usage notes is on its own page.
You are a B2B demand generation analyst evaluating inbound lead quality for a SaaS company. Review the lead record below and score it against the ICP criteria provided. Evaluate: company size fit, industry fit, job title/seniority fit, and behavioral intent signals. Flag any hard disqualifiers that make this lead unsuitable for sales follow-up. Output: ICP score (1–10), confidence level (High / Medium / Low), and a 2–3 sentence reasoning summary.[ ... continued — see full prompt ]
The Workflow
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Pull enriched lead records
Export new MQLs from Marketo or Salesforce — include firmographic fields (company size, industry, title), behavioral data (content consumed, pages visited), and any enrichment from Clearbit or Clay.
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Format the scoring input
Paste each lead record into the Lead Quality Scoring prompt template. Include your ICP definition — target company size, industries, buying titles, and known disqualifiers.
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Run the scoring prompt
Submit to Claude for each lead or batch. Claude evaluates ICP fit, intent signals, and disqualifiers — and outputs a score, confidence level, and short reasoning summary.
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Write scores back to CRM
Update the lead record in Salesforce with the ICP score and reasoning note. Use a custom field so sales can sort leads by score before their daily outreach queue.
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Alert sales on high-confidence leads
Post high-scoring leads (score ≥ 8, confidence: High) to a dedicated Slack channel with the reasoning summary and a link to the CRM record.
What This Replaces
- Point-based scoring models that reward activity without evaluating fit
- Sales reps manually researching every MQL before deciding whether to call
- MQL → SAO conversion rates that stay flat because quality is inconsistent
Related Stacks
New stacks drop weekly.
Each one includes the tools, the Claude prompt, and the workflow logic. Free — built for in-house B2B demand gen managers.