Lead Scoring
Lead scoring ranks leads or accounts based on fit, behavior, intent, and readiness signals.
Primary keyword
lead scoring
Plain-English definition
It is a prioritization system that helps sales and marketing decide who deserves attention first.
Why it matters
A useful score reduces wasted sales time and creates a more objective handoff between marketing and sales.
Formula
Lead score = fit score + engagement score + intent score, adjusted by negative signals such as disqualification or inactivity.
Example
A company adds points for ICP industry fit, senior buying role, pricing-page visits, and recent product usage, then subtracts points for student emails.
Common mistakes
Overweighting vanity engagement, failing to validate scores against conversion, or never decaying old activity.
TurnkeyGTM angle
TurnkeyGTM is designed to enrich scoring discussions with account evidence from calls, documents, and buyer conversations.