lead-scoring

Lead scoring translates firmographic ICP fit and behavioral intent signals into repeatable, objective lead priority, enabling faster sales cycles and higher win rates by solving the struggle of assigning actionable scores.

You set MQL and SQL thresholds by defining your ICP alignment, weighting first-party intent signals, and validating the resulting point-based scores against historical closed-won and closed-lost outcomes.

Yes, the lead scoring framework is applicable to B2B sales motions across SMB to enterprise, covering ICP definition, intent signals, MQL/SQL/PQL thresholds, and SLA-driven handoffs for diverse deal sizes.

The best way to validate lead scores is by comparing your point-based fit and behavioral sub-scores against historical closed-won and closed-lost outcomes to ensure the scoring model accurately predicts priority.

Score decay reduces the weight of aging behavioral signals over time, ensuring that outdated intent signals do not inflate lead priority and that MQL and SQL thresholds reflect current buyer engagement.

Yes, you need a defined ICP and a sample set of leads before starting, as the scoring workflow uses these inputs to generate initial MQL/SQL thresholds and actionable point-based scores.