Lead scoring.

Transparent scoring that helps your team compare fit and engagement before choosing the next action.

Two sales colleagues hand over an enquiry and organise its contact information.

A score should explain its own reasoning.

We define the signals behind the score and show how they affect prioritisation. The score should help the sales team decide who to call first, with room to inspect exceptions and revise assumptions as outcomes become available.

What we can build together.

The final deliverables, review rounds and schedule are agreed around your brief.

Signal selection: Choose profile and behaviour signals that the business can collect reliably.
Scoring model: Define weights, thresholds and time-related rules where supported.
CRM implementation: Configure fields, segments and the actions associated with each score range.
Calibration: Compare the scores with actual outcomes and revise the model when signals prove unhelpful.

Separate fit from activity.

Decide what each signal means

A frequent visitor may be engaged without fitting the offer; a suitable company may show little recorded activity. HubSpot’s scoring tool distinguishes fit and engagement, with capabilities depending on the subscription and record type. Inspect the actual platform before choosing a model. Read HubSpot’s scoring overview.

Check the model against real outcomes

Review high- and low-scoring examples with sales. Ask whether the score led to a sensible priority and whether any signal dominated unfairly. Keep the rules understandable so the team can challenge a result instead of treating the number as an explanation.

From brief to handover.

Define the priority decision
Agree how the team will use the score and which information is available.
Build an explainable model
Configure the rules and document how a lead receives its score.
Review against outcomes
Check examples with sales and adjust thresholds before wider use.