Lead Scoring and Qualification

Scoring exists to answer one question: given more leads than capacity, which ones get worked first? Anything more elaborate than that is usually a points system nobody trusts and everybody overrides.

The most common failure is a model with fifteen weighted attributes that produces a number correlating with nothing. Start with two dimensions and only add complexity when the data forces it.

Two dimensions, not fifteen

Fit — how closely they match the ICP. Mostly static, knowable before contact.

Intent — evidence they might act soon. Mostly dynamic, from triggers and behaviour.