posthog-lead-scoring

name

posthog-lead-scoring

description

Score CRM leads (HubSpot/Salesforce) by recent product usage and surface the warmest leads sales hasn't contacted yet, a product-qualified-lead list saved as a reusable PostHog insight. Use this whenever someone wants product-qualified leads (PQLs), a lead score based on product usage, the warmest leads to prioritize, engaged signups sales should call, or a usage-based ranking of leads joined to the CRM. Triggers on phrasings like 'which leads should sales call', 'product qualified leads', 'score my leads by usage', 'hottest leads we have not contacted', 'PQL list', or 'which signups are sales-ready'. Boundary: this ranks individual leads to action now. For analyzing which onboarding STEPS drive trial-to-paid conversion in aggregate, use posthog-onboarding-conversion. It sets up the HubSpot/Salesforce source if needed and builds the insight end-to-end.

Which leads deserve the sales team's time?

Question: Which leads are most product-engaged — especially ones sales hasn't contacted yet? For: Sales & Growth · Difficulty: Intermediate · Shape: a scored query Data sources: PostHog events (key product actions) + HubSpot / Salesforce (lead records)

What this produces

A saved PostHog insight scoring CRM leads by recent product usage and highlighting the most engaged ones that sales hasn't yet reached — a product-qualified-lead list.

Workflow

First read references/posthog-workflow.md for the shared setup: confirm the PostHog MCP is connected, ensure the CRM source (HubSpot or Salesforce) exists (secure connect-link flow if not), and learn the real schema. Then:

1. Identify the pieces in this project

• Key product actions. With the user, define the handful of events that signal buying intent / real usage (event-definitions-list). Assign each a weight, or keep it simple (count of key events, recency + frequency).
• Lead records. From the CRM: lead/contact rows with email, owner, and a "contacted"/lifecycle field so you can tell who sales has already worked. Confirm the field that means "not yet contacted".