What is lead scoring? (and a simple model to start with)
Lead scoring ranks leads by fit (do they match your ICP?) and engagement (are they interested?) so reps work the hottest first. You don't need AI to start — a simple points model works. Here's how.
Short answer: lead scoring hands each lead points on two axes — fit (how closely they match your ICP: industry, size, role) and engagement (opens, replies, site visits, demo requests) — so your team works the hottest leads first. You don't need AI or a heavy platform to start. A simple two-axis points model captures most of the value.
A simple model to start
- Fit points: right industry (+10), right company size (+10), decision-maker role (+15), wrong fit (−20).
- Engagement points: reply (+20), demo request (+25), repeat site visit (+10), email open (+2), no activity in 30 days (−10).
- Threshold: anything over, say, 40 is "sales-ready."
Why it works
It keeps reps off poor-fit and cold leads and pours their hours where deals actually close. Tune the weights as you learn what predicts a win.
Autocloz shows engagement signals — replies, clicks, activity — on every lead in the CRM timeline, so your score rests on real behavior.
> Start free — see fit + engagement on every lead, in one place.