WORKSHEET

The 2026 B2B Lead
Scoring Worksheet

Build a HubSpot lead score,
the right way.

Whether you're setting up lead scoring for the first time or rebuilding a model that's stopped working, this Lead Scoring Worksheet gives you example scoring setups built around Fit and Engagement, HubSpot's split-score model, so you can stop guessing point values and start handing your sales reps leads they can actually work.

Step-by-Step Guide Section

The worksheet walks you through:

Building Fit criteria from job title, industry, and company size that match your ideal customer
Building Engagement criteria from digital behavior and offline relationship milestones, like referrals and event attendance
Setting score thresholds and a combined score that defines your MQL handoff to sales

Where should we send your checklist?

Score What
Matters

Build Fit and Engagement criteria around real firmographic and behavioral signals instead of a generic point list that doesn't match your sales motion.

Industry Specific
Tips

Example scoring setups for B2B SaaS, healthcare, real estate, and consulting show you what this looks like in practice, plus a blank template to build your own

Align Marketing
& Sales

Set clear thresholds, define your MQL trigger, and give sales a scoring system they can trust at handoff, instead of a spreadsheet nobody agrees on.

Built by HubSpot Experts

The setup instructions and examples reflect best practices and insights from the HubSpot Consultants at Simple Strat, so you're building on hands-on experience, not generic recommendations.

WORKSHEET

The 2026 B2B Lead Scoring Worksheet

Build a HubSpot lead score, the right way.

Step-by-Step Guide Section

Where should we send your checklist?

Score What Matters

Industry Specific Tips