What is Lead Scoring?
Assigning numerical values to leads to prioritise those most likely to convert.
Definition
Lead scoring is the methodology of assigning a numerical score (typically 0-100) to each potential customer based on attributes (company size, title, industry) and behaviours (website visits, email opens, content downloads). The score indicates how likely a lead is to become a customer, helping sales teams prioritise their effort. Traditional lead scoring uses manual rules (e.g., 'VP title = +15 points'). Modern autonomous scoring uses AI to analyse dozens of signals simultaneously for higher accuracy.
Why Lead Scoring Matters
Sales teams waste 60% of their time on leads that never close (Forrester 2024). Effective lead scoring ensures reps focus on the 20% of leads that generate 80% of revenue. The difference between 45% accuracy (traditional scoring) and 85% accuracy (AI scoring) translates to 2-3x higher close rates.
How IngageNow Uses Lead Scoring
IngageNow's 37-level precision scoring analyses leads across 5 intent vector categories (Behavioural, Firmographic, Technographic, Social, Temporal) to achieve 85% prediction accuracy. Leads are automatically scored and routed based on buying readiness.
Try IngageNow FreeRelated Terms
An AI-powered Sales Development Representative that autonomously handles prospecting, outreach, and meeting booking.
Signals that indicate a company or individual is actively researching or considering a purchase.
A lead that has shown interest through marketing interactions and meets basic qualification criteria.
A lead that has been vetted by the sales team and confirmed as a genuine potential buyer.