CRM Automation Sequences (AI Prompt)

## Lead Scoring Model (HubSpot)

**Demographic Scoring (0-50 points):**

| Factor | Criteria | Points |
|--------|----------|--------|
| Company Size | 100-500 employees | +10 |
| Company Size | 500-2000 employees | +15 |
| Company Size | 2000+ employees | +20 |
| Industry | Target industries (SaaS, Finance) | +15 |
| Title | VP, Director, C-level | +15 |
| Title | Manager | +10 |
| Location | Primary markets (US, UK, CA) | +10 |
| Budget Authority | Confirmed decision maker | +20 |
| Budget Authority | Influencer only | +10 |
| Technology Stack | Uses complementary tools | +10 |

**Behavioral Scoring (0-50 points):**

| Action | Points | Decay |
|--------|--------|-------|
| Pricing page visit | +15 | -5/week |
| Demo request | +25 | None |
| Case study download | +10 | -3/week |
| Email open | +2 | -1/week |
| Email click | +5 | -2/week |
| Webinar attendance | +15 | -5/month |
| Multiple page views (5+) | +10 | -5/week |
| Return visit | +8 | -3/week |
| Integration page view | +10 | -5/week |
| Chatbot engagement | +5 | -2/week |

**Thresholds:**

| Score Range | Status | Action |
|-------------|--------|--------|
| 0-25 | Cold | Nurture sequence |
| 26-50 | Warm | SDR outreach |
| 51-75 | Hot | Immediate sales call |
| 76-100 | Very Hot | Instant alert + call within 5 min |

**HubSpot Configuration:**
1. Create custom contact property: "Lead Score" (number)
2. Create workflow: "Lead Scoring Engine"
3. Enrollment: All contacts
4. Use branch logic for each scoring criterion
5. Use "Set property value" to add/subtract points
6. Create separate workflow for score decay (runs daily)

## Pipeline Stage Automations

**Stage: Lead**
- Entry: New contact created from any source
- Auto-Actions:
  - Assign owner based on lead routing rules
  - Create task: "Initial outreach" (due: 1 hour)
  - Send internal Slack: "#new-leads: {name} from {source}"
  - Add to "New Lead Welcome" email sequence
- Required Fields: Email, Source, Lead Score
- Exit to "Qualified": Contact property "Qualified" = Yes
- Stuck Alert: >5 days with no activity

**Stage: Qualified**
- Entry: Lead score > 50 OR manual qualification
- Auto-Actions:
  - Update lifecycle stage to "Sales Qualified Lead"
  - Create task: "Schedule discovery call" (due: 24 hours)
  - Send calendar scheduling link
  - Add to Slack: "#qualified-leads"
- Required Fields: Phone, Company Size, Budget Timeline
- Exit to "Demo": Meeting scheduled
- Stuck Alert: >7 days without meeting scheduled

...

## Follow-Up Sequence: Post-Demo

**Day 0 (Immediately after demo):**
- Email: "Thanks for your time - here is what we discussed"
- Include: Demo recording link, relevant case study, next steps
- Task: "Send personalized follow-up within 2 hours"

**Day 1:**
- Email: "Quick question about [specific pain point discussed]"
- Purpose: Re-engage and gauge interest
- Trigger: Only if no reply to Day 0 email

**Day 3:**
- Email: "Resource: [Industry-specific guide or ROI calculator]"
- Purpose: Provide value, stay top of mind
- Include: Soft CTA for proposal

**Day 5:**
- Task: "Call to discuss proposal"
- If reached: Schedule proposal review
- If not reached: Leave voicemail + email

**Day 7:**
- Email: "Let me know how you would like to proceed"
- Include: Direct calendar link for proposal call
- Final in sequence before moving to nurture