Warmth Scoring
What the warmth score means and how to use it to decide who to message first.
Every lead gets a warmth score. It answers one question: how strong is the case for reaching out to this person right now?
Use it to order your day. It is a priority signal, not a guarantee.
What goes into it
The score blends two things:
- Fit: how well the person matches your ICP. Right role, right seniority, right company.
- Signal strength: what they are doing. A job change into a buying role or a fresh funding round is a stronger reason than a like on a post.
A senior person who exactly matches your ICP and just changed roles scores high. A loose title match who only engaged with a competitor's post scores low. Both can still be worth a message, the score just tells you which to do first.
How to act on it
| Range | Read | What to do |
|---|---|---|
| High | Strong fit and a strong, fresh signal | Message today, personalised |
| Medium | Decent fit or a softer signal | Worth a message, batch these after the strong ones |
| Low | Loose match or a light signal | Skim. Message only if you have capacity |
The exact boundaries matter less than the order. Always work top down.
Why a lead surfaced
Open a lead and you also see why it was kept and what to say:
- Reason: the specific signal in plain language, with a link to the source.
- Opener angle: what the drafted message leads with, based on the reason and your value props.
If a high-warmth lead still looks wrong to you, the fix is in the brand profile, usually the ICP. Drop the lead so it does not resurface, then tighten the profile. See Tuning Agents.