HubSpot lead qualifier
By Toolspoke
Scores your open HubSpot leads against your own criteria each weekday, explains every score, and posts who sales should call first.
Needs a Toolspoke account. You choose which project it installs into.
- HubSpot + Slack
- Required integrations
- Runs on a schedule
- Weekdays at 8am by default
- Post one message
- What its last step does
- Nothing destructive
- 0 of 26 actions in its tools
On this page
The short version
- What it is
- A ready-made Toolspoke agent that scores your open HubSpot leads against your own criteria and explains every score.
- What it reads
- Contacts in the lead and MQL stages from the last 90 days, and their companies.
- What it writes
- A score and its reasons on each contact, a note when a score moves, and one Slack post with the queue.
- How often
- Every weekday morning once you switch it on.
- What it never does
- Email or call a lead, change a lifecycle stage, status or owner, or guess a field that is empty.
- What you need
- A Toolspoke account, HubSpot with two custom contact properties, and a Slack workspace.
What HubSpot lead qualifier does
HubSpot lead qualifier is an AI agent that scores your open HubSpot leads every weekday against qualification criteria your team writes, puts the score and the reasons on each contact, and posts the queue of who to contact first. Sales decides who to call.
Most teams have more leads than time. Reps work the newest first, or the ones whose names they recognise, and a good lead from last Tuesday sits untouched while a student who downloaded an ebook gets a call.
HubSpot's own scoring helps, but a number without reasons is hard to trust, and harder to act on. A rep still has to open the record to find out why it scored 72 and what to ask.
HubSpot lead qualifier scores each lead against criteria you write in plain English, such as company size, seniority and recent interest. Every criterion is marked met, not met or unknown, with the value that decided it. Empty fields stay unknown and become the rep's first question.
In practice, every morning your team has:
- A score on every open lead, from your criteria, not a black box
- The reasons on the contact record, one line per criterion
- The fields nobody knows yet, written as questions to ask
- A Slack post with the leads to contact first and who owns each one
How it works
HubSpot lead qualifier works in four steps each weekday: it reads the open leads, scores them against your criteria, writes the reasons to HubSpot and posts the queue. All of it comes from the agent's written instructions, which you can read and edit after you install it.
Step 1: Read the leads
Open leads from the last 90 days, with their companies.
Step 2: Score against your criteria
Each criterion met, not met or unknown, with the value.
Step 3: Write the reasons
Score and reasons on the contact, and a note when it moves.
Step 4: Post the queue
Who to contact first, with the owner and the top question.
Your criteria, in plain English
The criteria are a short list in the agent's instructions: a HubSpot property, what counts as a match and the points it is worth. It ships with an example, such as 50 to 1,000 employees for 20 points, and you change it at install to match how your team qualifies.
Unknown is not a zero to hide
When a field is empty, the criterion scores nothing and is marked unknown. The agent never fills it from an email domain or a guess about the company. A lead with a high score and many unknowns goes in worth a look rather than contact first, and the unknowns become questions for the rep.
It writes only where you told it
You create two contact properties, one for the score and one for the reasons. The agent writes only those, and only when they change. It logs a note on the contact's timeline the first time it scores a lead and when a score moves by 10 points or more, so the timeline stays readable.
It never scores on who someone is
Only the criteria count. Not a name, gender, age or apparent nationality, and nothing a form did not ask for. The limits are listed under what it will never do.
What a morning queue looks like
A run of HubSpot lead qualifier writes scores and reasons to HubSpot and posts one queue to Slack. It leads with who to contact first, with the reasons and the question to ask.
Northwind
Channels
- general
- sales
- marketing
- customer-success
sales
86 open leads read and scored. 7 to contact first, 24 worth a look, 55 not yet.
Contact first (7)
- Priya Shah, Fernleaf, 85. Owner Dana Lee. Head of Operations at a 140 person software company, visited pricing yesterday. Ask about budget.
- Tom Okoro, Orbit Labs, 80. Unassigned. VP Finance, 320 employees, filled in the demo form. Country unknown: ask where the team is based.
Worth a look (24)
- Lena Brandt, Kestrel Health, 45. Analyst, visited twice this week. Company size and industry unknown.
- Marco Silva, Brightway, 70 with 3 unknowns. Strong title and interest, but size, industry and budget are empty.
Not yet (55)
Mostly no company on record or no visit in 14 days. Budget could not be checked on 61 leads: the form does not ask for it.
- Contact first
Leads scoring 70 or more with no more than two unknowns. Each has its owner, its two strongest reasons and the first question to ask.
- Worth a look
Leads between 40 and 69, and high scorers with too many unknowns to be sure. A few answers could move them up.
- Not yet
Leads under 40, as a count, and the criteria the agent could not check because a field is not collected.
When a field is missing
If a property named in your criteria does not exist in HubSpot, that criterion scores nothing and the post says so, so you can fix the criteria or start collecting the field.
If the score properties do not exist, it writes nothing to HubSpot and posts the queue in Slack instead. If HubSpot cannot be read, it says so once and stops.
Who uses HubSpot lead qualifier
HubSpot lead qualifier suits a sales team with more inbound leads than time, who want each morning's priorities agreed before the first call. The examples use made-up names.
A rep starting the day
Dana Lee opens Slack at 8 and sees her three leads to contact first, each with the question to open with.
A sales manager assigning leads
Chris Park looks for unassigned leads in contact first and gives them an owner before stand-up.
A marketer fixing the form
Ama Boateng sees budget unknown on almost every lead and adds a budget question to the demo form.
A founder doing sales
Ivan Petrov has no sales team yet. The queue tells him which three leads deserve his hour of calls.
What HubSpot lead qualifier connects to
HubSpot lead qualifier connects to two tools: it reads and writes HubSpot, and posts one message to Slack. You connect each one yourself, and Toolspoke stores the connection encrypted, so the agent never sees the credential.
HubSpot
RequiredSearch and update contacts, companies, deals, and notes in the CRM.
Authentication: Private app access token
Slack
RequiredSearch conversations and send messages to your workspace.
Authentication: Bot token
| Tool | What HubSpot lead qualifier does | What it cannot do |
|---|---|---|
| HubSpot | Reads leads, companies, owners and properties, writes the two score properties and logs a note (search_contacts, get_company, list_owners, list_properties, update_contact, create_note). | Send an email: no action in the HubSpot connector sends anything. It can change other contact fields and create contacts and deals, and the agent is told to do none of that. |
| Slack | Posts the morning queue to the channel you chose (send_message). | Read direct messages. It can edit its own messages and schedule messages, and the agent is told to do neither. |
That the agent cannot email a lead is a property of the connector. That it writes only the two score properties and a note, and never changes a stage, status or owner, is an instruction to the agent, not a lock. If you want a lock, a project can switch individual actions off: turn off creating contacts and deals and updating deals. The access control guide explains how.
The activity log records each call. The scores and reasons written to HubSpot, and the notes, are on the contact records where your team can see and change them.
What HubSpot lead qualifier will never do
HubSpot lead qualifier is told never to contact a lead, never to change a lifecycle stage, status or owner, and never to guess a field that is empty. It scores and explains, and sales decides who to call.
- Email, call, message or create a task for a lead, or enrol anyone in a sequence.
- Change any property other than the two score properties: not the lifecycle stage, lead status, owner, HubSpot's own hubspotscore, or anything a rep typed.
- Create, change or delete a contact, a company, a deal or a property definition.
- Score on anything that is not in the criteria: a person's name, gender, age, apparent nationality or anything a form did not ask for.
- Guess an empty field.
Why it will not contact anyone
The first message to a lead is the start of a relationship, and it belongs to a person. The agent creates no email, task or sequence enrolment, and the HubSpot connector cannot send mail.
Why it will not guess
A guessed company size or budget looks like data and leads a rep to the wrong call. An empty field stays unknown, scores nothing and becomes a question to ask.
Why it scores only on your criteria
A score that leans on a name or where someone seems to be from is unfair and often unlawful. The agent uses only the properties in your criteria and nothing a form did not ask for.
If something goes wrong
If HubSpot cannot be read, post that once and stop. If the score properties do not exist, write nothing to HubSpot, post the queue with its reasons in Slack, and say which property is missing. If an update fails for a contact, leave it as it was, keep it in the queue and name it in the post. If Slack cannot be written, the scores in HubSpot are still the result, and the run summary says so.
These are written into HubSpot lead qualifier's instructions. They guide the agent, but they are not a permission. What it is allowed to touch is set by the access you grant.
HubSpot lead qualifier scores and explains. Every call, email and pipeline decision stays with your sales team.
When HubSpot lead qualifier runs
HubSpot lead qualifier runs every weekday at 8 AM, but only after you switch its schedule on. It arrives switched off, so nothing runs and nothing is charged until you decide.
- Each run reads open leads from the last 90 days and their companies.
- It writes a score and reasons only where they changed.
- It logs a note when a lead is first scored or its score moves by 10 or more.
- It posts one queue to the Slack channel you chose.
Each run uses model credit from your workspace balance, so it makes one run each weekday. More open leads cost more, because there is more to read. The HubSpot and Slack calls themselves are free.
Your copy is an ordinary agent in your project. You can pause its schedule there, run it once on demand, change the time and edit its instructions. The agent's page lists recent runs and their cost.
How to set up HubSpot lead qualifier
To start scoring, add HubSpot lead qualifier to a Toolspoke project, create two properties in HubSpot, write your criteria and switch on the schedule. It takes a few minutes, and nothing runs until the last step.
Step 1: Create a Toolspoke account or sign in
Choose Use this agent. If you are new, you will be asked to sign up first, and you come straight back to this agent afterwards.
Step 2: Add it to a project
Pick the project it should live in. You get your own editable copy, and you can see the two tools it brings before anything connects.
Step 3: Create the score properties
In HubSpot, create two contact properties: a number for the score and a multi-line text for the reasons. Add both to the contact sidebar so reps see them.
Step 4: Connect HubSpot and Slack
Sign in to HubSpot, name the two properties, then sign in to Slack and invite the bot to your sales channel.
Step 5: Write your criteria
Open the agent and replace the example criteria with your own: the property, what counts as a match and the points, adding up to 100. The builder can do it from a sentence.
Step 6: Switch on the schedule
The schedule arrives switched off. Run it once, check a few scores against leads you know, adjust the criteria, then switch it on.
Make HubSpot lead qualifier fit your sales process
HubSpot lead qualifier's instructions are plain English and you can edit them after you install it. Installing copies the agent, so your edits stay with your copy. Open the agent in Toolspoke and tell the builder what to change, and it rewrites the instructions.
Paste any sentence below into the builder chat, or say the same thing in your own words.
Replace company size with annual revenue over 5 million, from annualrevenue on the company, for 25 points, and take 5 points from industry.
Score open leads created in the last 180 days, not 90.
In the Slack post, mention each lead's owner by their Slack name when their HubSpot email matches a Slack user.
Put a lead in contact first only at 80 or more, with no more than one unknown.
Run every weekday at 8 AM and 1 PM.
This changes when the agent wakes up, so the builder edits its schedule, not the instructions.
None of these edits needs more access or touches the Never rules. They change what HubSpot lead qualifier is told, not what the connections allow.
How it compares to other options
HubSpot lead qualifier beats the alternatives when you want a score your reps can read and argue with, and loses to them when you need a model trained on years of won and lost deals.
| Compared on | HubSpot lead qualifier | HubSpot's own scoring | Predictive scoring tools | Reps' judgement |
|---|---|---|---|---|
| Explains every score | Yes, per criterion | Shows the rules | Rarely | In their head |
| Marks what is unknown | Yes, as questions | No | No | Sometimes |
| Criteria in plain English | Yes | A rules builder | No, a model | Unwritten |
| Learns from past deals | No | On some plans | Yes | With experience |
| Posts a daily queue | Yes, in Slack | Build a view | Varies | No |
| Contacts leads itself | No, cannot email | Via workflows | Some do | Yes, by hand |
A predictive scoring tool is the better choice for a team with years of closed deals and enough volume to train on. HubSpot lead qualifier is for the team that knows what a good lead looks like and wants it applied the same way to every lead, every morning.
Reps' judgement is still the last word. The agent gives them the reasons and the open questions, so the judgement starts from the same facts.
Frequently asked questions
Will HubSpot lead qualifier email my leads?
No. No action in the HubSpot connector sends email, and the agent is told never to create a task, sequence enrolment or message.
What does it change in HubSpot?
Only the two contact properties you create for the score and reasons, and a note on the contact's timeline when a lead is first scored or its score moves by 10 or more. It is told never to change a stage, status, owner or HubSpot's own score.
Who decides the criteria?
You do. They are a short list in plain English in the agent's instructions, with an example to start from. Change them at install, and any time after.
What happens when a field is empty?
The criterion scores nothing and is marked unknown. The agent never guesses it from an email address or a company name, and the unknown becomes a question for the rep.
Does it replace HubSpot's lead scoring?
It sits beside it. It never touches HubSpot's own score property, so you can compare the two.
How is it different from Lead research and qualification?
That agent finds new companies on the web that match your profile. This one scores the leads already in your HubSpot. They work well together.
Is HubSpot lead qualifier free?
It has no price of its own, and every Toolspoke plan includes agents. Tool calls cost nothing, but each run draws on your usage balance. Pricing has the details.
Know who to call before the first coffee
Create two properties, write your criteria and switch on the schedule. Your first queue lands tomorrow morning.