When creating a Lead Scoring Rule, you define conditions that determine which contacts the rule applies to. These conditions are built using a powerful Rules Builder that supports multiple categories of criteria.
This guide covers all available condition categories and how to use them effectively.
Condition Logic (AND / OR)
Conditions use a group-based logic system:
- Conditions within the same group use AND logic — all conditions in the group must be true for the group to match.
- Multiple groups use OR logic — if any group’s conditions are all met, the rule applies.
Example: You can create a rule that applies when:
- Group 1: Contact email contains “@enterprise.com” AND contact country is “United States”
- OR
- Group 2: Contact has opened more than 5 emails
This means the rule will fire if the contact has an enterprise email from the US, or if they’ve opened more than 5 emails — whichever condition group matches first.
Contact Conditions
These conditions let you filter based on core contact profile fields:
| Condition | Description | Operators |
|---|---|---|
| Contact’s email address | is, is not, contains, does not contain, starts with, ends with, is empty, is not empty | |
| First Name | Contact’s first name | is, is not, contains, does not contain, starts with, ends with, is empty, is not empty |
| Last Name | Contact’s last name | is, is not, contains, does not contain, starts with, ends with, is empty, is not empty |
| Status | Contact subscription status (subscribed, unsubscribed, etc.) | is, is not |
| Country | Contact’s country | is, is not |
| City | Contact’s city | is, is not, contains, does not contain |
| State | Contact’s state/province | is, is not, contains, does not contain |
| Address | Contact’s street address | is, is not, contains, does not contain, is empty, is not empty |
| Zip Code | Contact’s postal/zip code | is, is not, contains, starts with |
| Contact’s WhatsApp number | is, is not, is empty, is not empty |
Use case: Add +15 points to contacts whose email ends with “@company.com” AND whose country is “United States.”
Contact Fields (Custom Fields)
If you have created custom fields for your contacts, they will appear here as conditions. This allows you to score contacts based on any custom data you track, such as company size, industry, job title, or any other custom attribute.
Use case: Add +25 points to contacts whose custom “Company Size” field is “Enterprise (500+).”
Segments Conditions
Segment-based conditions let you score contacts based on their membership in lists or tags:
| Condition | Description | Operators |
|---|---|---|
| Lists | Check if contact belongs to specific lists | is in, is not in |
| Tags | Check if contact has specific tags | has, does not have |
Use case: Add +20 points to contacts in your “Enterprise Clients” list, or +10 points to contacts tagged “Downloaded Whitepaper.”
User Conditions
These conditions filter contacts linked to WordPress user accounts:
| Condition | Description | Operators |
|---|---|---|
| Username | WordPress username of the linked user | is, is not, contains |
| Role | WordPress user role | is, is not |
Use case: Add +30 points to contacts who have the “Customer” WordPress role.
Automation Conditions
Score contacts based on their interaction with your automations:
| Condition | Description | Operators |
|---|---|---|
| Completed Automation | Contact has completed a specific automation workflow | has completed, has not completed |
| Entered Automation | Contact has entered a specific automation workflow | has entered, has not entered |
Use case: Add +25 points to contacts who completed your “Onboarding Sequence” automation.
Activity Conditions
Activity conditions are among the most powerful for lead scoring. They let you score based on real engagement behavior:
| Condition | Description | Operators |
|---|---|---|
| Email Opened | Total number of emails the contact has opened | greater than, less than, equal to, between |
| Email Clicked | Total number of email links the contact has clicked | greater than, less than, equal to, between |
| Page Visited | Check if the contact has visited specific tracked pages | has visited, has not visited |
| Logged In/Out | Check the contact’s login activity on your site | has logged in, has not logged in |
| Was Active/Inactive | Whether the contact was active or inactive within a time period | was active in last, was inactive in last |
| Last Email Sent | When the last email was sent to the contact | before, after, between |
Use case: Add +10 points for contacts who opened more than 3 emails, +20 points for contacts who clicked more than 2 links, and +30 points for contacts who visited your pricing page.
Submissions Conditions
Score contacts based on form submissions:
| Condition | Description | Operators |
|---|---|---|
| Form Submission | Check if the contact submitted a specific Quill CRM form | has submitted, has not submitted |
Use case: Add +50 points to contacts who submitted your “Request a Demo” form, or +15 points for newsletter signups.
WooCommerce Conditions
If WooCommerce is active on your site, additional conditions become available for scoring based on purchase behavior:
| Condition | Description |
|---|---|
| Total Orders Count | Number of orders the contact has placed |
| Total Orders Value | Total monetary value of all orders |
| Is Customer | Whether the contact has made any purchase |
| Is Guest | Whether the contact checked out as a guest |
| Products in Orders | Specific products the contact has purchased |
| Purchased from Categories | Product categories the contact has purchased from |
| Purchased from Tags | Product tags the contact has purchased from |
| Used Coupon | Specific coupons the contact has used |
| First Order | Date of the contact’s first order |
| Last Order | Date of the contact’s most recent order |
| Order Country | Country associated with the contact’s orders |
Use case: Add +40 points to contacts who have placed more than 3 orders, +20 points for total order value greater than $200, and -10 points for contacts who haven’t ordered in 90 days.
Deals (Sales Pipeline) Conditions
If you use the Sales Pipeline, you can score contacts based on their deal data:
| Condition | Description |
|---|---|
| Deal Value | The monetary value of the deal |
| Deal Status | Deal status (open, won, lost) |
| Deal Stage | Current pipeline stage of the deal |
| Deal Pipeline | Which pipeline the deal belongs to |
| Deal Priority | Deal priority level |
| Deal Owner | Team member assigned to the deal |
| Deal Source | Lead source of the deal |
| Deal Probability | Win probability percentage |
| Deal Title | Title/name of the deal |
| Deal Expected Close Date | Expected close date of the deal |
| Deal Lost Reason | Reason the deal was marked as lost |
Use case: Add +50 points to contacts with a deal value greater than $10,000, or +30 points to contacts whose deal stage is “Negotiation.”
LMS Conditions (LearnDash, Tutor LMS, LifterLMS, LearnPress)
If you have a Learning Management System plugin active, additional conditions become available:
- Course Completed — Check if the contact has completed a specific course
- Enrollment Courses — Check if the contact is enrolled in specific courses
- Enrollment Categories — Check enrollment by course category
- Enrollment Tags — Check enrollment by course tags (LearnDash, LifterLMS)
- Enrollment Memberships — Check membership enrollment (LifterLMS)
- First Enrollment Date — When the contact first enrolled
- Last Enrollment Date — When the contact last enrolled
Use case: Add +20 points to contacts who completed your “Product Training” course, indicating they are well-informed and likely ready to purchase.
Tips for Building Effective Conditions
- Start with engagement signals — Email opens, link clicks, and page visits are the strongest indicators of interest.
- Layer demographic data — Combine activity conditions with contact field conditions (e.g., “Opened 5+ emails AND country is USA”).
- Use negative scoring wisely — Subtract points for inactivity, unsubscribes, or bounced emails to keep scores accurate.
- Test incrementally — Start with a few rules, observe the results, then refine your conditions over time.
- Combine with segments — Use list and tag conditions to create rules specific to certain audience segments.