What is lead scoring?

A scoring model adds points for signals that correlate with buying: the right company size, industry, and location, plus actions like repeat visits, pricing page views, or a demo request. Higher scores rise to the top of the queue.

Scoring is fast, consistent, and cheap, and it answers well when the answer is already in your data. It is blind to anything the person did not do on your site, such as their real timeline, budget, or who else is involved in the decision.

The reliable pattern is to score to decide who is worth a conversation, then have that conversation quickly while intent is still live. A score sorts leads; a conversation qualifies them.