Lead Score is a system that assigns a score to your contacts to indicate each one's purchase potential, and Papo (https://papo.global/) offers this functionality automatically with Artificial Intelligence and also manually. By analyzing conversations and interactions, the platform classifies your leads, allowing your sales team to focus on the most promising ("hot") contacts and optimize the conversion process.
The objective of Lead Score is to differentiate contacts who are just researching from those who are ready to close a deal. With this information, your sales team can direct time and energy to opportunities with a higher probability of return, making the sales funnel more efficient.
| Criterion | Automatic Scoring (AI) | Manual Scoring and Segmentation |
|---|---|---|
| How it works | Artificial Intelligence processes conversation history to identify the level of interest. | A team member assigns a score (stars) or a label (tag) to the contact. |
| Basis of scoring | Semantic analysis of messages, looking for purchase intent, urgency, and specific questions. | Salesperson's perception, information obtained outside the chat, or company-defined criteria. |
| Ideal for | High volumes of contacts, 24/7 initial qualification, and pattern identification. | Detailed qualification after a call, validation of AI score, or segmentation by specific criteria. |
| Usage example | Running the analysis across the entire contact base to create an overall ranking of the hottest leads. | Assigning the "Hot Lead" tag or 5 stars to a contact who requested a quote on a call. |
How Lead Score Works in Papo Global
Within the Papo platform, lead qualification can be done in two complementary ways: automatically by AI or manually by your team.
Automatic Scoring with Artificial Intelligence
Papo Global's AI categorization feature was designed to optimize large-scale lead management. The process is simple:
- Conversation Analysis: The AI processes existing conversations with your contacts.
- Score Assignment: Based on this analysis, the system assigns a star-based score to each contact, indicating their potential. Each conversation evaluated to generate a score consumes an AI credit.
- Ranking Creation: The platform generates a lead ranking, highlighting "hot contacts" — those with the highest scores.
This allows the sales team to quickly visualize who the most promising contacts are across the entire customer base, without needing to read each conversation individually.
Manual Scoring and Segmentation
In addition to automation, manual control is essential for refining qualification. In Papo Global, you can:
- Set a Manual Score: Assign a 1 to 5-star rating to any contact directly in the CRM panel. This is useful for adjusting the AI's score or for classifying a lead based on an external interaction (such as a call or meeting).
- Use Tags: Create and assign custom labels to segment your database. For example, you can create tags like "Hot Lead," "Requested Quote," or "Reactivate in 90 days." These tags function as a visual classification system and can be used to filter contacts and create targeted campaigns.
How to use Lead Score to optimize your sales
Having a score for each lead is just the first step. The real value lies in using this information to guide your sales actions.
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Step 1: Evaluate Your Contacts Activate AI analysis to process your contact base and generate the initial ranking. For new contacts or those who have re-engaged, you can request a re-evaluation to update the score based on the most recent conversations.
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Step 2: Analyze the Lead Ranking Access the contact list sorted by score. Identify the group of leads with 4 and 5 stars. They are your top priority.
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Step 3: Create Filters and Segments in the CRM Use Papo's CRM filter features to create dynamic views. For example, create a filter to "show all contacts with a score greater than 3 stars" or "show all contacts with the tag 'Requested Quote'." This organizes the team's work and ensures no one is overlooked.
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Step 4: Prioritize Approach in Kanban With the list of hot leads in hand, your team can focus their efforts on the CRM Kanban. Move these leads' cards to the next stages of the sales funnel, such as "Contact Made" or "Proposal Sent," and use Kanban automations to streamline follow-up.
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Step 5: Personalize Communication Use the score context to personalize your approach. A high-scoring lead has likely already shown clear interest. Your message can be more direct, such as: "Hi, [Name]! I see you're interested in our solution. How about we schedule a quick demo tomorrow?" For lower-scoring leads, the approach can focus on nurturing, sending relevant content to educate them.
Frequently Asked Questions (FAQ)
How does Papo Global's AI calculate the Lead Score?
Artificial Intelligence analyzes the content and context of conversations exchanged via chat. It looks for keywords, questions about pricing, demonstrations of urgency, and other indicators of purchase intent to assign a star-based score.
Can I change a lead's score?
Yes. In addition to the AI evaluation, you can manually set a 1 to 5-star rating for any contact in the CRM. This allows your team to adjust the classification based on interactions that occurred outside the platform, such as a phone call or in-person meeting.
What are "hot contacts"?
This is a business term to describe leads who demonstrate a high level of interest and are closer to making a purchase decision. Papo Global's Lead Score system was created precisely to identify these contacts automatically and efficiently.
Besides stars, can I use other forms of classification?
Yes. The platform allows the use of "Tags," which are customizable labels. You can create tags like "Qualified Lead," "Awaiting Quote," or "VIP Customer" and assign them to contacts for even more detailed segmentation in your CRM.
Where can I see a contact's score?
The score is visible in the contact details within Papo's CRM. After performing the bulk analysis, the platform also displays an overall ranking, allowing you to view and filter the highest-rated leads.
Does AI evaluation have a cost?
Yes. Each conversation that Artificial Intelligence evaluates to generate or update a Lead Score consumes an AI credit. For more details on credit consumption and plans, please refer to the information on the platform.
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