Lead scoring is a system of assigning points to leads by their likelihood to buy. Sales focuses on the "hottest" leads first.
Back to the knowledge baseLead scoring is a system that assigns points to each lead based on their traits (ICP fit) and behavior (returning to the site, filling a form). A high-scoring lead is closest to a sale.
Why it matters: when there are many leads, a salesperson can't give them all equal time. Scoring sets priority — the hottest lead gets the first call, the coldest goes to nurturing.
With low lead flow, simple manual sorting is enough. But as flow grows, scoring saves time and directs the salesperson to the most likely deals.
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