Lead Scoring

Scoring splits in two, because the data splits in two.

• Pre-contact — what you can read: profile fit, services fit. That is prospect-scoring.
• Post-contact — what only a conversation establishes: whether they engaged, what the deal is actually worth, who really decides, when they would move.

This skill is the second half, and it starts from the first. A lead score that re-derives fit from scratch throws away the work already done and produces two different fit numbers for the same account.

The structure

lead score = prospect profile (carried over, capped)  +  post-contact points (0 until contact)

A workable default — tune the weights, keep the shape: