Creating a Query Segment Based on Lead Score

Create segments of your contacts based on the scores you define with Act-On Scoring Rules. Lead score segments help you quickly find your most engaged contacts for high-value outreach, or low-scoring contacts who may need a nurture campaign.

For example, you might want to see which leads have the highest scores so you can build a focused campaign, enroll them into an Automated Program, or push them into your CRM. You might also want a segment of low-scoring leads to receive educational content before they are ready for sales.

Create a Segment Based on Overall Behavior Score

Use this method when you want to segment by the Overall Behavior Score configured in your account.

1. Navigate to the list or segment where you want the new segment to reside.
2. Hover over the list or segment and, from the menu on the right, select Create segment.
3. Name your segment.
4. Make sure Query is selected as the segmentation method.
5. From the first dropdown, choose Score.
6. In the next dropdown, choose Overall Behavior Score.
7. The comparison dropdown defaults to at least.
8. Enter a score in the box to the right.
   • This creates a segment of contacts whose Overall Behavior Score is that value or higher. The value you use should reflect your scoring rules and what you consider “high intent.”
   • To create a low-scoring segment, change the dropdown to at most and enter your threshold.
9. Select Save (top right) to create the segment.

Create a Segment of Contacts Within a Score Range

If you want to segment on a score value stored in a list field (for example, a synced CRM score or a stored behavior score), you can use that column in your query. The steps for syncing scores into a list field are described in Syncing Lead Scores with Salesforce.

Once you have added the score column to your list:

1. Navigate to the list or segment where you want the new segment to reside (Audience Center › All Contacts, Lists › Marketing Lists, or Lists › Other Lists).
2. Hover over the list or segment and, from the menu on the right, select Create subsegment. Or select Create segment (top right) when segmenting from All Contacts.
3. Name your segment.
4. Make sure Query is selected as the segmentation method.
5. From the first dropdown, choose Profile.
6. In the next dropdown, select the field that contains the score.
7. In the comparison dropdown, choose is between or equals.
8. Enter the low and high values for your desired score range.
9. Select Save (top right) to create the segment.

Once created, you can use these segments in email sends, Automated Programs, CRM pushes, or reporting to focus on contacts whose scores match your sales and marketing priorities.