Lead Scoring

Not all leads are equal. A company that fits your ICP exactly, recently hired a Head of Sales, and is actively using a tool you integrate with is a fundamentally different opportunity than a company that merely matches your industry filter. Lead scoring makes that distinction systematic and ensures your best outreach goes to your best prospects.

At scale, lead scoring is what prevents SDR time from being diluted across thousands of low-probability accounts. Without scoring, outreach effort is distributed roughly evenly across the list. With scoring, the top tier gets personalized, high-effort outreach. The middle tier gets a standard sequence. The bottom tier gets batched or deprioritized entirely.

The highest-value signals in B2B lead scoring are often behavioral and temporal: a company that just raised Series A funding, just posted a job for the exact role your product supports, or just switched from a competitor's tool is a higher-priority prospect than one that simply matches your firmographic criteria. Building these signals into your scoring model is what separates average outbound from exceptional outbound.