Lead Scoring
01 Definition
Lead Scoring meaning: Assigning points to leads based on traits and actions to rank their sales readiness.
Lead scoring assigns numeric points to a lead based on fit attributes, like job title or company size, and behavior, like email opens or page visits. A higher score signals greater readiness and priority. Scores are internal estimates set by your own rules, not an objective ranking, so they need regular review and tuning.
Why it matters
How Lead Scoring fits the work
Lead scoring helps sales focus on the most promising leads first, so limited selling time goes where interest and fit are strongest.
In context
A lead earns 10 points for a demo request and 5 for a pricing page visit, so a lead at 40 points is flagged for immediate sales follow up.
Practical note
A score is only as good as the model behind it. If point values are guessed and never validated against real outcomes, scoring can send weak leads to sales and bury strong ones.