Lead Scoring

Lead scoring assigns a numeric value to each prospect based on how well they fit your ideal customer and how engaged they are, so sales and marketing focus effort where it's most likely to convert. Fit signals are firmographic — company size, industry, role, region; engagement signals are behavioral — pages viewed, emails opened, demo requested, trial actions taken. Points accumulate (or decay over time), and past a threshold a lead is flagged as ready for sales outreach. For SaaS teams it prevents wasting expensive sales time on tire-kickers while surfacing quiet-but-serious buyers. Why it matters: without scoring, reps chase the loudest leads, not the best ones. Practical note: start simple — a handful of weighted rules in your CRM or marketing tool beats an over-engineered model you can't explain. Validate scores against who actually closed, and revisit the weights quarterly. Behavioral signals usually predict intent better than demographic fit alone.