In the People tab of an AI SDR sequence, you'll see two additional columns: ICP and LinkedIn Activity scores. These scores help you focus on the most relevant contacts and guide you on the best way to reach them. In this article, we'll take a closer look at each score and show how they can make your AI SDR outreach more effective.
What is the ICP score?
The ICP (Ideal Customer Profile) score shows how well a contact matches the target audience for the offer in your sequence. It is calculated based on the offer and context of that sequence. This means the same contact can have different ICP scores in different sequences if you're promoting different products or targeting different pain points.
The ICP score is based on factors such as:
The contact's role and seniority
How well their responsibilities align with the pain points your product solves
Whether they are likely to benefit from your use case
The score is shown on a scale from 0 to 100:
0-20 – Low: poor fit for your ICP
20-70 – Medium: partial alignment
70-100 – Strong: good match for your ICP
If you hover over the score, you'll also see short explanations that clarify why a contact is considered a strong or weak fit.
Examples:
A Sales Director responsible for outreach and personalization may receive a high ICP score, since they are likely to benefit from Reply's multi-channel engagement features.
A Chief Operations Officer may receive a lower ICP score if their role doesn't align with sales-related pain points and outreach workflows.
What is the LinkedIn Activity score?
The LinkedIn Activity score reflects how active a contact is on LinkedIn, based on actions like posting content, commenting on posts, and engaging with others' content.
The available activity levels are:
Frequent (70-100) – the contact is highly active on LinkedIn
Consistent (40-69) – the contact is regularly active
Occasional (0-39)– the contact is active from time to time
This score is especially useful for deciding which channel to prioritize:
Contacts with high LinkedIn activity may be better suited for LinkedIn outreach
Contacts with low LinkedIn activity may perform better in email-focused sequences
Both the ICP and the LinkedIn Activity scores are calculated automatically for all contacts entering the sequence. As long as there's enough data – like LinkedIn URL, job title, and company information – the scores will be generated even for your own imported contact list.
💡 Note: The ICP and LinkedIn Activity score columns are visible only in the People tab inside a specific AI SDR sequence. They do not appear on the main People page.
Filtering by scores
You can use both scores as filters inside the sequence to prioritize contacts.
For example, you can filter out contacts with an ICP score below a certain threshold (such as under 60) and remove them from the sequence.
You can also filter for contacts with higher LinkedIn Activity scores (more than 50) and prioritize them for LinkedIn-first outreach.
