Set up lead scoring rules in Apollo to automatically prioritise the highest-value inbound leads for your sales team.
You receive inbound leads, but not all are worth immediate attention. Some are decision-makers at ideal-fit companies; others are low-priority contacts. Manually reviewing each lead wastes time and introduces inconsistency across your team.
Apollo's lead scoring assigns a numeric score to every inbound lead based on criteria you define—job title, company size, industry, lead source, and historical CRM data. High-scoring leads surface at the top of your queue, so your sales team contacts the best opportunities first.
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Go to Settings > Lead Scoring in Apollo.
Create a scoring model.
Define point values for each criterion. Add +20 points for Job Title matching CEO, Founder, or Managing Director. Add +15 points for Company Size between 1 and 20 employees. Add +10 points for Company in target industries (tech, consulting, trading). Add +10 points for Lead Source equal to Referral or Event.
Add a negative rule: deduct -10 points if the Company already exists in Salesforce as a closed-lost account.
Activate the scoring model. Apollo applies scores to all new and existing leads.
Leads scoring 40+ are automatically pushed to the top of the qualification queue in Salesforce.
Review and refine the scoring model monthly based on which scores correlate with actual closed deals.
Inbound lead: [Contact Name] from [Target Company] Job Title: Founder → +20 points Company Size: [1-20] employees → +15 points Industry: Tech consulting → +10 points Lead Source: Event → +10 points Closed-lost check: No match in Salesforce → [value] points Total score: [value] points Outcome: [Contact Name] appears at the top of the Salesforce qualification queue.
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