Ops

Score and enrich inbound leads

DT
Built by: Daniel Turgeman
Difficulty: Medium
Tools: HubSpot ▪ Lusha ▪ n8n ▪ Slack
Type: Template

This play acts as an automated gatekeeper for your inbound funnel. When a new lead submits a form, a webhook triggers an instant enrichment process via Lusha. The system doesn’t just pull data; it calculates a real-time lead score based on your specific ideal customer profile (ICP)—evaluating seniority, company size, and industry.

Instead of waiting for a manual review, leads are instantly categorized into three tiers: Hot, Warm, or Cold. This ensures that your highest-value prospects are surfaced to sales in seconds, while lower-fit leads are funneled into automated nurture tracks, keeping your CRM clean and your reps focused.

Why this works

Inbound interest has a short shelf life. If a “Hot” lead waits three hours for a response, they’ve likely already booked a demo with a competitor.

This play operationalizes responsiveness by:

  • Immediate validation: Ensuring only valid emails enter your workflow.
  • Granular scoring: Moving beyond form fields to real, verified Lusha data.
  • Tiered routing: Automating the decision-making process for lead priority.
  • Closed-loop feedback: Returning the score and tier to your calling system (like a CMS or landing page) instantly.

What you get

  • Instant webhook-triggered lead processing
  • Real-time enrichment (Title, Seniority, Company Size, Direct Dials)
  • Automated ICP scoring logic
  • Three-tier automated routing (Hot, Warm, Cold)
  • Instant Slack alerts for high-priority opportunities

How to set it up

01

Install the Lusha community node

Ensure your n8n instance is ready to communicate with Lusha for instant, single-contact enrichment.

02

Connect your apps

Link your active accounts in n8n for:

  • Lusha: For real-time contact and company enrichment
  • HubSpot: To upsert lead data and create records
  • Slack: To route alerts to the correct #hot-leads or #warm-leads channels
03

Customize your scoring weights

Adjust the Code node to reflect your ICP.

  • Example: Give +30 points for “VP” seniority, +20 points for “SaaS” industry, and +10 points if they are in a target region.
04

Define your tier thresholds

Set the logic for the three-tier routing:

  • Hot (60+ pts): High-priority Slack alert + CRM sync.
  • Warm (35-59 pts): General Slack notification + CRM sync.
  • Cold (<35 pts): Automatic send to HubSpot nurture list.
05

Connect your form to the webhook

Point your website form or lead-gen tool to the n8n webhook URL. This kicks off the play the millisecond a user clicks “Submit.”

06

Activate and test

Run a test submission. Verify that the webhook returns the correct score and that the Slack message contains the enriched Lusha data (like a direct dial) for the rep.

What to do next

  • Dynamic thank you pages: Use the webhook response to show “Hot” leads a calendar link immediately, while showing “Cold” leads a whitepaper download.
  • Round-robin routing: Connect the “Hot” lead output to a HubSpot rotation to assign leads to AEs instantly.
  • A/B test scoring: Regularly review “Cold” leads that converted to sales to see if your scoring weights need adjustment.

The goal: Bridge the gap between marketing and sales. This play ensures that Lusha intelligence is applied at the very first touchpoint, turning a simple email address into a fully qualified, prioritized sales opportunity.

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