Merge branch 'master' into update-cs-handbook-new-hire-curriculum

Author: phildelgobbo

contents/handbook/growth/sales/lead-scoring.md

@@ -15,17 +15,22 @@ They follow the [normal territory assignment rules](https://posthog.com/handbook
 **Product-led sales team**
 1. Customers with MRR between $500-1,667, employee count > 50, user count > 7, based in ICP country, and has been paying for at least 3 months
 2. Customers who have high ICP score and subscribe to the Scale plan
-3. Customers who are set to roll off the startup plan in the next two months and had a last invoice greater than $1500
-4. Customers with MRR >$1K and >50% forecasted spend increase this month
+3. Customers with MRR >$1K and >50% forecasted spend increase this month
 
 **New business sales team**
 1. Completed the book a demo form (organic inbound, paid ads campaign, or outbound)
 2. Emailed sales@ 
 3. [Onboarding specialist referral](/handbook/onboarding/sales-handover)
 4. First signup from a company with 1000+ employees who have ingested at least 1 event and invited at least 1 person 
 5. Customers who have used 50% or more of their startup credits and had a last invoice greater than $5000
-6. Requests for Trust Center access that require an NDA
-7. [Named lists](https://posthog.slack.com/docs/TSS5W8YQZ/F0A9W1BVCKE) 
+6. Customers set to roll off startup plan in the next ~100 days with last invoice between $2k–$5k
+7. Customers who are set to roll off the startup plan in the next two months and had a last invoice greater than $1500
+10. Requests for Trust Center access that require an NDA
+11. [Named lists](https://posthog.slack.com/docs/TSS5W8YQZ/F0A9W1BVCKE) 
+
+**Growth signals routed to product led or new business team sales depending on existing spend**
+1. Companies with recent fundraising activity
+2. Companies with significant engineering headcount growth
 
 **BDR team**
 1. Self-generated campaigns - all [tracked in Lemlist](https://app.lemlist.com/teams/tea_kvdy3nLu9KEA4QPiD/campaigns-next) as these change week-to-week