Lead Scoring Template
Score leads 1-10 against your ICP in Google Sheets with AI. Free template with =GPT() formulas: numeric score plus a reasoning column, no API keys needed.
Rank an inbound list or a cold prospect dump by fit — a 1–10 score plus a one-line reason per lead, so your team calls the top of the list first instead of working alphabetically.
Layout
Put your ICP definition in G1 once, e.g. “B2B SaaS, 20–500 employees, US or EU, buyer is Head of Sales or above”. Then:
| Column | Content | Formula |
|---|---|---|
| A | Company | — |
| B | Contact title | — |
| C | Notes (size, industry, source) | — |
| D | Score 1–10 | see below |
| E | Reasoning | see below |
| F | Tier | =GPT_CLASSIFY(D2, "1-3: cold, 4-7: warm, 8-10: hot") |
The formulas
Score, in D2:
=GPT("Score this lead 1-10 for fit against this ICP: "&$G$1&". Reply with the number only.", A2&" — "&B2&" — "&C2)
Reasoning, in E2:
=GPT("In one sentence, explain how well this lead fits the ICP: "&$G$1, A2&" — "&B2&" — "&C2)
Variations
- Weighted criteria — spell out weights in the ICP cell: “industry fit matters twice as much as company size”. The model follows plain-English weighting surprisingly well.
- Disqualifiers — add “score 1 if the company is an agency or a student project” to catch hard no-gos.
- Missing data — append “If information is missing, say what you’d need to know” to the reasoning prompt so gaps surface instead of hiding behind a middling score.
Get started
- Install GPT for Sheets from the Google Workspace Marketplace (free tier included, no API keys needed).
- Paste the formulas into your own sheet and write your ICP into
G1. - Drag the formulas down your rows, then use Replace all GPT formulas with results in the sidebar.
Function reference: GPT functions for Google Sheets. Need to enrich the list first? Start with the lead enrichment template.
FAQ
How does the AI know what a good lead looks like?
You write your ICP criteria into one cell — industry, company size, role, region, whatever defines fit — and every formula references it. Change the criteria cell and re-run to re-score the whole list.
Are the scores consistent across rows?
Consistent enough to rank a list when the criteria are explicit and the prompt demands a bare number. For borderline calls, the reasoning column shows why a lead scored the way it did, so you can sanity-check before acting.
How large a list can I score?
GPT for Sheets processes up to 10,000 results per hour. Drag the formulas down your whole list and results fill in as they complete.