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Handy scores for sales, marketing and agentic teams

Here are some SalesWings tips for scores we see work great for some of our customers.

Philip Schweizer avatar
Written by Philip Schweizer
Updated yesterday

SalesWings excels at providing our customers with insights that drive personal and timely engagements - on the marketing, sales and the agentic side.

As all of these teams run on data, so we wanted to give you some ideas for handy scores that you can build today with Falcon scores:

Likeliness to meet đŸ”„

This score looks at a short-list of top buying signals to understand bottom-of-the-funnel intent.

The more engagement that leads and accounts display around final validation to meeting with you or buying from you, the higher. Leave out the clutter and focus on the most important signals, creating an insight that helps any team engage very timely and not miss any opportunity to land a meeting or close a customer.

Tips:

  • Make it "Easy Mode" so it distributes from 0 to 100(%)

  • Make 100% achievable so you have a good distribution. An amazing lead should have more than 80

  • Actions to consider:

    • Pricing, inquiry and plans pages

    • Case studies and customer success stories

    • Contact us page visits, demo scheduling intent or other contact intent

    • Abandonment of any kind (form, funnel, etc.)

    • Engagement in quotations, content or documents from third party tools (i.e. via Zapier)

Use Cases:

  • Sales intelligence: help your sales team stay focused on the very hottest leads and accounts

  • AI SDR agents and AI web bots: Use insight as RAG and data source to allow agents hand-off a qualified lead to a human sales rep.

  • Marketing targeting: Prioritize bottom-of-the-funnel messaging and accelerate the pipeline this way.

Counter scores 🧼

Counters count how many times a lead or account does something.

Insights can be diverse depending on what you're counting. For instance number of email clicks, logins, PDF clicks, Social clicks, or how many times they added a user or a product in a shopping cart. The scoring model is simple: add 1 point each time they perform a specific action.

Tips:

  • Each counter essentially represents 1 or a group of action you want to measure

  • Do not use "Easy Mode" as you just want it to count up

  • Scores to consider:

    • # of Logins

    • # of PDF clicks

    • # of Email clicks

    • # of Social clicks

    • # of Whatsapp clicks

    • # of Form submissions

    • etc.

Use Cases:

  • Sales intelligence: demonstrate level of engagement in more detail to your sales team, building trust

  • AI Marketing agents: Use insight as RAG to determine the preferred channel of this lead, contact, account

  • Reporting: Report on the correlation between the engagement you're tracking and outcomes such as lead conversion rates or win rates


Product Scores📩

Product scores help you identify interest in specific products or features by assigning points to meaningful customer actions, like visiting a featured product page or engaging with a related product email, to name a few

This scoring method gives you a real-time view of what your customers are exploring, how deeply they’re engaged, and where potential opportunities lie for cross-sell, upsell, or strategic follow-up.

Use product scores to build smarter talk tracks, personalize outreach, and guide the conversation based on what truly matters to each customer.

Tips:

  • Create multiple product scores to track interest across different features, modules, or offerings. This helps you pinpoint exactly where each customer’s curiosity or intent is focused.

  • Use “Easy Mode” to compare product scores side-by-side, no need to normalize or adjust! It gives you a quick, visual way to see which products are generating the most interest.

  • Actions to consider:

    • Viewed X Product Page

    • Clicked on X Product Email

    • Attended or Registered for X Product Webinar

    • Requested Demo or Trial of X Product

    • Viewed Documentation or Help Article for X Product

    • Downloaded Product-Specific Resources (PDFs, guides)

Use Cases:

  • Spot Cross-Sell & Expansion Opportunities: Use product scores to identify customers showing interest in features or modules they haven’t purchased yet. Perfect for surfacing timely upsell conversations.

  • Prioritize Outreach for Sales & CS: Route high product interest leads/accounts to Sales or Customer Success for timely follow-up. Focus your team's efforts on the most engaged and curious customers.

  • Fuel Targeted Campaigns: Segment users based on their product scores and run personalized email nurtures aligned to the feature or product they’re exploring.

  • Improve Trial Conversion: Track interest levels in specific features during a free trial. High product scores can help identify users who are actively evaluating, making them ideal for conversion campaigns or sales follow-up.

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