Lead Scoring
Lead Scoring is the practice of assigning numeric or tiered scores to leads based on fit and engagement signals — so sales effort focuses on the leads most likely to convert.
What is Lead Scoring?
Lead Scoring combines two dimensions: fit (does this account match the ICP?) and engagement (is this contact actively researching us?). The score determines how the lead is handled: high-fit + high-engagement goes to AE; high-fit + low-engagement goes to nurture; low-fit goes to volume motion or gets disqualified. Modern Lead Scoring is dynamic — scores update as new signals arrive, not just at lead-creation time. The hardest part is preventing score inflation, where everything ends up looking like a hot lead.
Why it matters
- Focuses sales effort on leads most likely to convert — efficiency multiplier on the team.
- Dynamic scoring keeps the prioritization current as buyer behavior changes.
- Score-driven routing produces consistent handling regardless of which rep picks up the lead.
Use cases
- Fit + engagement model. Two-axis scoring tells the team which leads need human attention now.
- Predictive scoring. Machine-learning model trained on closed-won deals scores leads against that pattern.
- Score-triggered automation. Score crossing a threshold fires immediate outreach automatically.
How turgo helps
turgo scores every lead on fit (against the ICP rubric) and engagement (signals plus first-party activity), updates the score continuously, and triggers tier-based action in real time.
See turgo in action →
