Lead Scoring

Prioritize leads using a systematic scoring model that combines ICP fit, engagement behavior, and buying intent signals.

When to Use This Skill

• Designing a new lead scoring model
• Prioritizing inbound leads for SDR follow-up
• Setting MQL thresholds for sales handoff
• Analyzing lead quality by source
• Optimizing marketing spend by lead score

Methodology Foundation

Based on HubSpot's Lead Scoring methodology and Forrester's B2B Buyer Journey research, combining:

• Firmographic/demographic fit (who they are)
• Behavioral scoring (what they do)
• Intent signals (buying readiness)
• Negative scoring (disqualification)