ICP qualification usually happens too late — a rep spends 20 minutes researching a lead that marketing should have filtered out before it ever hit the CRM. This stack moves the qualification upstream. Enrich inbound leads through Clay and Clearbit to get firmographic and technographic data immediately after form fill. Run the enriched profile through a Claude ICP scoring prompt. Leads that meet the threshold enter Salesforce with context attached. The ones that don't get routed to nurture or suppressed.
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. Review the enriched lead profile below, including firmographic and technographic data. Score the lead against the ICP definition provided: company size, industry, tech stack fit, and buying title. Assign an ICP tier: Tier 1 (high fit), Tier 2 (partial fit), or Tier 3 (poor fit / disqualified). Output the tier, a confidence score, and the specific ICP criteria that drove the classification.[ ... continued — see full prompt ]
The Workflow
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Capture enrichment at form fill
Set up Clay or Clearbit to automatically enrich inbound leads at the point of form submission — pulling company size, industry, revenue range, tech stack, and contact seniority.
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Build the ICP scoring input
Format the enriched lead record into the ICP qualification prompt. Include your ICP definition — target firmographics, preferred tech stack signals, ideal buying titles, and hard disqualifiers.
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Run ICP scoring in Claude
Submit to Claude. The prompt evaluates the enriched profile against your ICP definition and outputs a tier classification (Tier 1 / 2 / 3) with confidence and reasoning.
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Route by tier
Tier 1 leads go to Salesforce as MQLs with the ICP score and context note attached. Tier 2 leads enter a nurture sequence in HubSpot. Tier 3 leads are suppressed from sales routing.
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Monitor tier distribution
Track Tier 1 rate weekly. If it drops below target, audit the scoring prompt — either your ICP definition has drifted or your traffic mix has changed.
What This Replaces
- Reps manually researching every inbound lead to decide if it's worth a call
- MQL definitions based solely on form fill without any fit criteria
- Nurture lists clogged with leads that will never convert because they were never a fit
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.