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Lead Scoring

By Dan Kurtz Updated 1 min read

Lead scoring is the practice of assigning numerical scores to leads based on behavioral and demographic signals to indicate sales readiness. Rule-based scoring uses fixed points. AI-based scoring uses trained models.

Well-executed lead scoring saves sales time by routing only high-fit leads for human follow-up. Weakly executed scoring is worse than no scoring because it directs attention away from leads that would have converted.

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