MQL Quality Scorer
Stop wasting SDR time on whitepaper downloaders who'll never buy
Marketing says they sent 500 MQLs. Sales says 5 were worth calling. This skill scores inbound leads on actual buying signals, not just form fills — and sends quality feedback back to marketing automatically.
INGREDIENTS
PROMPT
Create a skill called "MQL Quality Scorer". Score every inbound lead on buying intent signals, not just form fills. Weight signals: demo request = 10, pricing page visit = 8, competitor comparison page = 8, case study download = 5, webinar attendance = 3, blog visit = 1, whitepaper download = 2. Apply ICP fit multiplier based on company size, industry, and title. Route leads: score 15+ = fast-track to SDR with SLA timer, score 8-14 = standard queue, score < 8 = nurture. Track SLA: time from lead creation to first touch. Auto-generate weekly quality feedback to marketing: lead volume by source, average quality score by campaign, conversion rate by score band. Monthly alignment report: which campaigns produce pipeline, not just MQLs.
How It Works
The skill evaluates every inbound lead against buying intent signals, not just
traditional lead scoring criteria. A whitepaper download + no other engagement
scores low. A pricing page visit + demo request + competitor comparison scores high.
What You Get
- Intent-based lead scoring replacing traditional MQL criteria
- Signal-weighted scoring: behavioral signals outweigh demographic
- Auto-routing: high-intent leads get fast-tracked, low-intent get nurtured
- SLA tracking: time from lead creation to first touch
- Quality feedback loop: auto-report to marketing on lead quality by source/campaign
- Monthly marketing-sales alignment report
Setup Steps
- Define your intent signals and weights
- Set routing rules: which score gets fast-tracked vs. nurtured?
- Configure SLA tracking (target: < 5 min for high-intent)
- Connect the marketing feedback channel
Tips
- Pricing page + competitor comparison in the same session = highest intent signal
- Speed matters: leads contacted quickly tend to convert much better than leads contacted later
- The feedback loop is the key — marketing can't improve what they can't measure
- Review scoring weights quarterly as your buyer behavior evolves