sales
Lead Scoring
Numerical system that prioritizes leads based on fit and intent signals.
Definition
Lead scoring assigns each lead a numeric score (typically 0-100) combining fit criteria (industry, company size, role) and intent signals (page views, content downloads, demo requests, time on pricing page). Above a threshold, the lead becomes an SQL and gets routed to sales. The split: typically 50% fit, 50% intent. Avoid over-engineering - 5-10 scoring criteria is plenty. Re-weight quarterly based on which scored leads actually converted.
In your business
- →Score on fit (50%) + intent (50%)
- →Re-weight quarterly based on actual conversion data
- →Don't over-engineer - 5-10 criteria is plenty