Lead Scoring
scoringA system that ranks every lead by how likely they are to convert, typically across three dimensions: Fit (ICP match), Intent (engagement), Quality (data reliability).
In practice
Lead scoring assigns every lead a grade based on structured signals, firmographic match, engagement behaviour, and data completeness. Modern scoring uses three independent scores (Fit, Intent, Quality), each 0–100, which combine into a Grade A–F. Unlike qualification (a one-time yes/no gate), scoring is continuous, the score updates every time a signal arrives (a call, a WhatsApp reply, a website re-visit) and decays when leads go silent.
- 1.
A Grade A lead matches your ICP, has recent engagement, and complete data.
- 2.
A Grade F lead has a Quality Score below 20 (junk phone, fake email).
→Check it yourself
How to tell where you actually stand.
Before scoring anything, find out whether your current order of work already carries information.
- 01Export last quarter's closed-won deals and note where each one sat in the list the day it arrived.
- 02Split them by whether they were worked on day one or after a week, and compare the win rates.
- 03If position in the list predicts nothing about outcome, your reps are choosing at random and do not know it.
See also
How Leadkaun uses this
Lead ScoringNeighbouring terms
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