Lead scoring beyond native Salesforce scoring with Default

Lead scoring in Default runs inside a workflow. The workflow combines CRM, enrichment, form, and website data with rules or an AI step, writes the resulting score or tier to a field in Salesforce or HubSpot, and routes the lead on it in the same run. Your team defines the scoring criteria.

What a Default workflow adds to CRM scoring

Capability	How Default does it
Data at the moment the lead arrives	Enrich Data adds company and person details, the form submission carries the lead’s answers, and Deep Research (Beta) reads the live web.
Scoring text	AI Prompt sorts free text, such as a job title or a “How can we help?” answer, into labels you define.
Website activity	The Website Intent Signal trigger starts a workflow when Default identifies a visitor, and Page URL pattern limits it to pages such as `/pricing`. See Triggers.
Acting on the score right away	The same workflow routes the lead to a queue, shows a booking page, adds the lead to a sequence, or posts to Slack, based on the tier.
Writing the score back	Update Record or Create Record writes the tier or score to a field in Salesforce or HubSpot.

Ways to score leads with Default

Method	How it works	What it produces	Best for
Rules-based tiers	Multi-Branch branches, checked in order, or a Rules of Engagement ruleset.	The branch or rule that matched, which you turn into a tier.	Fit on firmographics and form answers, with criteria anyone can read.
AI classification	AI Prompt returns 1 label from a list you give it.	Text.	Job titles, free-text answers, and other messy data.
Research score	Deep Research (Beta) returns output variables you declare, such as a Number.	Typed values: String, Number, Boolean, URL, or Currency.	Signals that only the live web has.
A score you already have	A condition or a Rules of Engagement input reads your CRM’s score field.	The existing number.	Teams that already score in their CRM or another tool.

Build a fit tier and write it to your CRM

This example gives every new Salesforce Lead a fit tier of A, B, or C, writes it to the Lead, and routes each tier differently. Before you begin, create a field for the tier in Salesforce, for example a picklist named Fit Tier with the values A, B, and C. Default writes to fields that already exist in your CRM.

Start from the new Lead

In Workflows, create a workflow with the CRM Record Created trigger. Set CRM to Salesforce and Record to Lead.

Enrich the Lead

Add Enrich Data with Enrichment target set to Both, so company size and job title are available even when the Lead has no values for them.

Add the tiers as branches

Add Multi-Branch with 2 branches, in this order:

Branch	Example conditions
`Tier A`	Number of employees is at least 500, and the title contains any of `VP`, `Director`, `Head`
`Tier B`	Number of employees is at least 50

Branches are checked in order and the first match wins, so a Tier A lead never reaches Tier B. Every other lead takes Else, which is Tier C.

Write the tier

On each branch, add Update Record for the trigger’s Lead. Under Fields, set Fit Tier to A, B, or C.

Route each tier

After each Update Record, add the next step for that tier. For example, route Tier A with Round-Robin to your account executive (AE) queue and set Owner ID, route Tier B to your sales development rep (SDR) queue, and add Tier C to a nurture sequence.

Test and publish

Select Test, run test Leads for each tier, and check the path and the written tier in the run log. Then select Publish and turn on the deployment switch so the status reads Live.

A workflow test performs real actions. It updates the Lead in Salesforce and can assign an owner. Use test Leads and test destinations.

To reuse the same tier rules in several workflows, build them as a Rules of Engagement ruleset instead: each rule is a tier, and Matched Rule tells later nodes which tier matched. Publishing a new ruleset version updates every workflow that uses it.

Score with AI Prompt

The AI Prompt node in Default sends a prompt with the lead’s data to a language model and returns the reply as text. Use it when the signal is in text that rules handle poorly, such as job titles written 100 different ways.

Ask for a label

Add AI Prompt, choose a Model, and write a Dynamic prompt that lists the allowed labels and asks for the label only. Type {{ to insert workflow data:

Rate how well this lead fits a B2B software buyer profile.
Reply with exactly 1 letter: A, B, or C.

Job title: {{ Title }}
Company size: {{ Number of employees }}
Industry: {{ Industry }}

Branch on the reply

Add Multi-Branch with a branch for each label, each checking that the AI Prompt Output equals the label.

Write and route

On each branch, write the label to your CRM tier field with Update Record, then route. Send Else to a default tier or to review. It catches unexpected replies and failed requests, because AI Prompt reports a failure without stopping the workflow.

Ask for a fixed set of labels rather than a free number. A label is easy to branch on and fits a picklist field. The prompt, including the lead data you insert, goes to a third-party model provider.

Score with Deep Research (Beta)

The Deep Research node in Default is in beta. It researches the live web and returns typed output variables, including Number. For a research-based score:

In Research prompt, create an output variable such as fitScore with the type Number.
State exactly how to fill it, for example “Set fitScore to a whole number from 1 to 10, where 10 means the company sells software to other businesses and has a sales team.”
Add Multi-Branch after it, for example with a branch where fitScore is at least 8.
Write fitScore to a number field in your CRM with Update Record.

If the research returns a declared variable with the wrong type, or misses one, the node reports a failed result instead of passing bad data on. A research run takes longer than other nodes, so run it after the booking page in form workflows.

Route on a score your CRM already has

When Salesforce, HubSpot, or another tool already keeps a score on the record, Default can route on it:

Start only above a threshold. Add a Condition to the CRM Record Created trigger, for example the score is at least 80.
Act when the score changes. Use CRM Record Updated with a Fields Updated condition on the score field, plus the threshold. The workflow then runs only when the score changes, not on every edit to the record.
Route by score bands. Add the score field as a number input on a Rules of Engagement ruleset, with rules such as score is at least 80 for the AE queue and at least 40 for the SDR queue.

Rerouting on a score change reassigns leads that may already have a rep. Limit it to leads still waiting for a rep, for example with a condition on the lead’s status.

Keep lead scores trustworthy

Write scores to their own field. Do not overwrite fields that reps edit by hand.
Keep the criteria in 1 place. A Rules of Engagement ruleset keeps tier rules versioned and shared across workflows.
Avoid scoring loops. A workflow that starts on CRM Record Updated and writes a score updates the record again. Add a Fields Updated condition that covers only the input fields, not the score field.
Check the reasoning. The run log shows each Multi-Branch condition with TRUE or FALSE, and the AI Prompt reply under Show data. See Run logs.
Qualify before you score. Filter out personal emails and spam first. See Qualifying inbound leads.

​What a Default workflow adds to CRM scoring

​Ways to score leads with Default

​Build a fit tier and write it to your CRM

​Score with AI Prompt

​Score with Deep Research (Beta)

​Route on a score your CRM already has

​Keep lead scores trustworthy

What a Default workflow adds to CRM scoring

Ways to score leads with Default

Build a fit tier and write it to your CRM

Score with AI Prompt

Score with Deep Research (Beta)

Route on a score your CRM already has

Keep lead scores trustworthy