Lead Scoring
Lead scoring assigns numerical values to leads based on how well they fit your ideal customer profile and how engaged they are with your brand. Leads with higher scores are more likely to convert and get prioritized by sales teams.
Scoring Dimensions
Fit (Explicit): Demographic and firmographic attributes
- Company size, industry, revenue
- Job title, seniority, department
- Technology stack, budget
Interest (Implicit): Behavioral engagement
- Website pages viewed, time on site
- Content downloaded, emails opened
- Webinar attendance, form submissions
Traditional vs. Predictive Scoring
Traditional scoring uses manual rules ("VP title = +15 points"). Predictive lead scoring uses machine learning to analyze which attributes and behaviors actually correlate with closed deals in your data, automatically adjusting scores based on what works.
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