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Lead Scoring Model

Build predictive lead scoring models combining demographic fit, engagement signals, and intent data to prioritize sales outreach.

skillSales IntelligenceGTM VaultSales IntelligenceGrowth
Original
by Roheel Jain
Skill Content

Lead Scoring Model

When to Use

Use when setting up or refining lead scoring to prioritize outreach and route leads.

Scoring Dimensions

1. Demographic Fit (0-40 points)

SignalScore
Title matches buyer persona+15
Company size in ICP range+10
Industry match+10
Geography match+5

2. Engagement Score (0-35 points)

SignalScore
Visited pricing page+15
Downloaded content+10
Attended webinar+5
Email opened (3+ times)+5

3. Intent Signals (0-25 points)

SignalScore
Searched competitor keywords+10
Active on review sites+8
Technology change detected+7

Lead Grades

  • A (80-100): Sales-ready, route immediately
  • B (60-79): High potential, nurture + SDR outreach
  • C (40-59): Developing, automated nurture
  • D (0-39): Low priority, long-term nurture

Implementation

  1. Define scoring rules in a config table
  2. Calculate scores on lead creation/update
  3. Set up threshold-based routing
  4. Review and recalibrate monthly
Tech Stack
Supabase
Supabase
Google Sheets
Google Sheets
JavaScript
JavaScript