A lead scoring spreadsheet your sales team will trust
When every lead gets the same attention, the best ones wait while reps chase people who will never buy. This prompt has your todo.is agent design a simple scoring model from your ideal customer and past wins, turn it into a spreadsheet with adjustable weights, and score the leads you already have so you know who to call first.
The prompt
- Create a lead scoring spreadsheet for [MY BUSINESS]. Our best customers are [IDEAL CUSTOMER]. Build two scores out of 50 each: Fit (company size, industry, role, location, budget) and Intent (pricing page visits, demo request, email replies, event attendance, recency of last activity). Put every rule and its points on a "Model" sheet so I can change the weights, and calculate scores with formulas, not fixed values. Total out of 100 with grades: A (75+), B (50 to 74), C (25 to 49), D (under 25). Add negative points for [DISQUALIFIERS]. Score the leads in [LEADS FILE], add a "Why" column with the top 3 reasons for each score, and if I attach past won and lost deals, check whether the model would have ranked them correctly.
What to change
- [MY BUSINESS]: e.g. "HR software for companies with 50 to 500 employees".
- [IDEAL CUSTOMER]: e.g. "HR managers at healthcare and logistics companies in the US with 100 to 300 staff".
- [DISQUALIFIERS]: e.g. "students, competitors, personal email addresses, companies under 10 people".
- [LEADS FILE]: Attach your leads (CSV or Excel export from your CRM or forms), plus past deals if you have them.
Example result
- Lead_Scoring.xlsx · Shiftwell HR (example)
- Model sheet (edit points here)
- Fit (max 50)
- • Company size 100 to 300: +15 · 50 to 99 or 301 to 500: +8 · other: 0
- • Industry healthcare or logistics: +12 · other target industry: +5
- • Role HR manager or HR director: +13 · other HR role: +6 · non-HR: 0
- • Located in the US: +10
- Intent (max 50)
- • Demo request: +20
- • Visited pricing page in the last 14 days: +12
- • Replied to an email: +8
- • Attended a webinar: +5
- • Activity in the last 7 days: +5
- Negative
- • Personal email (gmail, yahoo...): -15 · Student or competitor: -50
- Grades
- • A 75+ (call within 24 hours) · B 50 to 74 (call this week) · C 25 to 49 (nurture emails) · D under 25 (no outreach)
- Scored leads (sample)
- • Dana Brooks, HR Director, Meridian Care (220 staff): 88, A. Why: demo request, target industry and size, pricing visit 2 days ago
- • Luis Ortega, HR Coordinator, FleetLine Logistics (140 staff): 61, B. Why: fit good, no recent activity, junior role
- • sam.k@gmail.com, no company: 4, D. Why: personal email, no company data
- Results
- • A: 47 · B: 132 · C: 251 · D: 210
- Model check on past deals
- • Won deals scored 71 on average, lost deals 38
- • 78% of won deals would have been graded A or B
- • Webinar attendance barely separated wins from losses, so its weight was kept low
- Next steps
- • Review the weights with your sales team after 30 days
- • Add a "Score date" column if you re-score weekly
How to do it with todo.is
- Copy the prompt, describe your ideal customer and attach your leads file.
- Send it on the Today screen in todo.is, or attach the export to your agent on Slack.
- Your agent builds the model, scores every lead and explains each score.
- Tweak the points on the Model sheet, or say "re-score my leads every Monday from the new export".
Tips for a better result
- Base points on your real past wins and losses, not on guesses. Attach the deals if you have them.
- Keep fit and intent separate. A perfect-fit company with no interest needs nurturing, not a sales call.
- Use recency. A pricing page visit yesterday matters far more than one three months ago.
- Agree on what each grade means for sales (call within a day, add to nurture) or the score changes nothing.
lead scoring spreadsheet: FAQ
- What is lead scoring? A way to rank leads by how likely they are to buy, using points for who they are (fit) and what they have done (intent).
- How do I create a lead scoring model in Excel? List your criteria and points on one sheet, then use formulas like SUMPRODUCT, IF and XLOOKUP on your leads sheet to add up each lead's points.
- What is a good lead score threshold? There is no universal number. Check your past deals and set the "sales-ready" line where most won deals scored, then adjust after a month.
- Can it score leads from my website forms automatically? Your agent can score each new export you send, or run as a weekly to-do on files you email it.
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