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Lead Scoring

Lead scoring is the discipline of quantifying how likely a prospect is to become a paying customer so sales teams spend time on the right people. A good scoring model combines profile fit (does the company match your ICP?) with behavioral intent (are they actively signaling purchase readiness?). This skill equips an agent to define ICPs, build point-based or predictive scoring models, weight intent signals, set MQL/SQL thresholds, implement score decay, and create a shared sales-marketing framework that drives consistent, measurable pipeline qualification.

When to use this skill