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minekansu merged 1 commit into from
Feb 12, 2026
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Update lead task list.md #14995

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13 changes: 9 additions & 4 deletions contents/handbook/growth/sales/lead-scoring.md
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Expand Up @@ -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
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