What is lead scoring?
Short answer
Lead scoring is a system that ranks every lead by how likely they are to convert. Modern scoring uses three independent scores, Fit (ICP match), Intent (engagement), Quality (data reliability), that combine into a Grade A–F. Unlike qualification (a yes/no gate), scoring is continuous and updates with every signal.
The long answer
Lead scoring assigns every lead a grade based on structured signals. Each of the three scores ranges 0–100. Fit is static, does this lead match your ICP (industry, geography, role, budget)? Intent is dynamic, has the lead engaged recently, and is that engagement fresh (intent decays at −3/day after threshold)? Quality is a gate, is the data usable (valid phone, real company, meaningful inquiry)? Grade A = all three strong. Grade F = quality below 20, auto-discarded.
→Check it yourself
How to tell where you actually stand.
Find out whether the order you work in already predicts anything.
- 01Take last quarter's wins and note where each sat in the list on the day it arrived.
- 02Compare wins from leads worked on day one against those worked a week later.
- 03No relationship between the two means the working order is currently arbitrary.
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The fastest answer is your own data.
Import a CSV and every lead comes back graded A–F with a ranked queue per rep. Same-day setup, no card, no sales call.
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