Sales & CRM
What is Lead Scoring?
Lead scoring is the score each lead receives for ICP fit and demonstrated intent — the automated filter to prioritize whom sales contacts first.
Lead scoring adds positive points (in-ICP role, opened email, visited pricing) and negative ones (out-of-ICP role, disposable email). Above a threshold, the lead becomes an MQL and is handed to sales.
Modern AI replaces manual rules with predictive models: it looks at which historical leads turned into customers and infers the "pattern of who closes". It reduces human bias and improves with volume.
Use it in practice
CRM with AI Deal Coach
Frequently asked questions
Manual scoring or AI-driven?
Manual works at low volume; with volume and historical data, a predictive AI model is more accurate and self-adapts.
Is a score of 80 good?
It depends on your scale. What matters is the threshold separating MQL from non-MQL, calibrated by historical conversion.