What are the default signal requirements for lead evaluation?

By default, a lead needs at least 3 total signals and 2 distinct signal types before being evaluated. These thresholds are configurable from 1-50 and 1-10 respectively.

How does the cooling off period work?

After evaluation, leads must wait before re-evaluation based on their score: Hot leads wait 7 days, Warm leads 3 days, and Cold leads 14 days. High-intent signals bypass cooldown.

What does the lookback days setting control?

It determines how far back TrailSpark considers signals when evaluating a lead. The default is 90 days, adjustable from 1 to 365 days to match your sales cycle.

Configuring Site Settings - TrailSpark Docs

Accessing Scoring Configuration

Requires Owner or Admin role. Navigate to Settings > General Settings and scroll to the Lead Scoring Configuration section.

These settings control when and how TrailSpark evaluates leads. Changes take effect immediately for new evaluations; leads in cooldown follow new settings when their cooldown expires.

Signal Requirements

Setting	Default	Range	Description
Minimum Signals	3	1-50	Total signal count required before a lead is evaluated
Minimum Signal Types	2	1-10	Number of distinct signal categories required (e.g., web activity AND product engagement)

Increasing these values produces higher-quality scores but evaluates fewer leads. Decreasing them gives faster coverage with less data per lead.

Time Period

Setting	Default	Range	Description
Lookback Days	90	1-365	How far back to consider signals when evaluating a lead

Align this with your typical sales cycle. Longer cycles benefit from a wider window; fast-moving markets benefit from a shorter one.

Confidence Settings

Setting	Default	Range	Description
Minimum Confidence Average	70%	0-100%	The AI model must reach at least this confidence for a positive evaluation

Higher values produce fewer but more certain evaluations. Lower values increase coverage at the cost of certainty.

Cooling Off Period

Cooling off prevents leads from being re-evaluated too frequently, maintaining score stability.

Enable Cooling Off

Enabled by default. When active, recently evaluated leads must wait before re-evaluation. The wait depends on their last score.

Cooldown by Score

Lead Score	Default Cooldown	Description
Hot	168 hours (7 days)	Moderate cooldown; hot leads are already identified
Warm	72 hours (3 days)	Shortest cooldown to catch leads about to convert
Cold	336 hours (14 days)	Longest cooldown since rapid change is unlikely

Profile Change Detection

Enabled by default. When active, cold leads bypass their cooldown if significant profile changes are detected (e.g., job title change, company firmographic update).

Signals from mapping rules with High Intent enabled always bypass cooldown. When a high-intent signal is received for a lead that was already evaluated, re-evaluation is triggered immediately regardless of the lead's current score or cooldown timer. You can flag rules as high intent when creating or editing them in Signal Mapping > Signal Rules. For more information see the Signal Management documentation.

Product Organization ID Fields

Configure which fields in your signal payloads identify a workspace or organization. These fields are searched in priority order to extract the product org ID for target org resolution.

By default, TrailSpark searches common fields like groupId, workspaceId, teamId, organizationId, companyId, accountId, tenantId, and nested variants (e.g., context.groupId).

You can add custom fields or reset to defaults. Changes apply to new signals only -- existing leads and target orgs are not affected.