And here's the output:

Below is a concise, professional internal guide tailored for alignment between Sales and Marketing at ABB Motion.

Internal Guide: Lead Scoring Criteria for Manufacturing B2B Leads

Purpose: Establish shared expectations between Sales and Marketing for identifying, prioritizing, and following up with high-quality manufacturing leads.

1. Overview of Lead Scoring in a Manufacturing Context

Lead scoring helps quantify the quality and readiness of a manufacturing-sector prospect by evaluating both fit (attributes) and engagement (behaviors). A higher score indicates stronger alignment with ABB Motion’s target profile and a higher likelihood of progressing toward an opportunity.

2. Attribute-Based Criteria (Lead Fit)

These criteria evaluate whether the organization matches ABB Motion’s strategic focus areas.

A. Company Profile

• Industry Alignment: OEMs, system integrators, and end users in sectors such as HVAC, water/wastewater, pulp & paper, mining, and industrial automation.

• Revenue & Size: Mid-market and enterprise organizations with complex motion control needs.

• Installed Base Potential: Existing electric motors, drives, or rotating equipment where modernization or retrofit opportunities are likely.

B. Role & Decision Influence

• Primary Targets: Engineering managers, maintenance managers, operations leaders, procurement leads, and automation specialists.

• Buying Center Fit: Involvement in specifying motors, drives, condition monitoring, or energy-efficiency initiatives.

C. Strategic Potential

• Long-Term Value: Multi-site operations, planned expansions, recurring maintenance needs, or alignment with sustainability/energy optimization mandates.

• Technology Maturity: Organizations actively pursuing digitalization (monitoring, predictive maintenance, connectivity).

Indicators of High Fit:

• Operates in ABB Motion’s priority verticals

• Has significant equipment lifecycle or modernization needs

• Strong technical decision-maker engaged early

• Demonstrates interest in energy efficiency, reliability, or automation outcomes

3. Behavior-Based Criteria (Lead Engagement)

These criteria measure intent and readiness based on the lead’s actions.

A. High-Intent Behaviors

• Requesting a product quote, engineering consultation, or site assessment

• Downloading technical datasheets, specification packages, or system design guides

• Completing forms related to RFQs, retrofit inquiries, or project scopes

• Engaging in configurators, ROI calculators, or product selectors

• Participating in technical webinars, demos, or events focused on drives/motors optimization

B. Medium-Intent Behaviors

• Opening multiple emails related to a product family

• Viewing product pages for motors, drives, lifecycle services, or digital solutions

• Returning to the website repeatedly over multiple days

• Downloading whitepapers related to energy optimization, reliability, or predictive maintenance

C. Low-Intent Behaviors

• General newsletter signups

• Single content downloads with broad topics

• Basic contact-us forms without detail

Indicators of High Intent:

• A clear project timeline mentioned

• Engagement with tools that imply near-term purchasing

• Behavior signaling internal research for modernization or upgrades

4. Scoring and Prioritization Guidance

Tier 1: Sales-Ready Leads (High Fit + High Intent)

What they look like:

• Strong industry and role fit

• Clear project, budget, or timeline signals

• Technical asset downloads or direct consultation requests

Actions:

• Immediate outreach within 24 hours

• Prepare conversation around project scope, technical requirements, and site conditions

• Sales logs feedback to Marketing for refining score thresholds

Tier 2: Marketing-Qualified but Not Yet Sales-Ready (High Fit + Medium/Low Intent)

What they look like:

• Perfect target profile but limited behavioral activity

• Early-stage research or broad content consumption

Actions:

• Marketing continues nurturing with technical content and case studies

• Sales receives visibility but waits for higher-intent trigger before outreach

• Trigger examples: configurator use, RFQ form, multiple product-page visits

Tier 3: Low Fit Leads

What they look like:

• Industries outside ABB Motion’s priority segments

• Roles with minimal influence on drive/motor selection

• Broad, consumer-like engagements

Actions:

• Low or no sales involvement

• Marketing keeps in long-term nurture streams

• Excluded from short-term sales pipeline metrics

5. Process Alignment Between Sales & Marketing

• Weekly review: Validate lead quality, identify patterns, adjust scoring.

• Feedback loop: Sales communicates which leads converted, which did not, and why.

• Consistency: Both teams use the same definitions of “MQL,” “SQL,” and “Sales-Ready.”

• Refinement: Scoring rules update quarterly to reflect market conditions and product focus areas.

6. Key Takeaways

• High-quality manufacturing leads show strong fit and intent.

• Prioritize leads with technical engagement and clear project indicators.

• Maintain a strong feedback loop to continually improve accuracy.

• Sales and Marketing must share one consistent framework to ensure efficiency and trust.

Or to be more specific: