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Glossary / Strategy & Sales

Lead scoring.

Assigning points to leads based on fit and behavior to prioritize follow-up.

What it means

Assigning points to leads based on fit and behavior to prioritize follow-up. Simple, sales-approved models usually beat complex ones for small teams.

Related terms

Marketing-qualified lead (MQL)Ideal customer profile (ICP)

More in Strategy & Sales

Account-based marketing (ABM)Bottom of funnel (BOFU)Buyer persona Customer acquisition cost (CAC)Customer lifetime value (CLV)Fractional CMO Go-to-market strategy Lead generation

Read more.

Articles that put Lead scoring to work.

Cover illustration for the article “Lead Scoring for a Small Sales Team: A Simple Model That Works”

Sales & CRM · 3 min read · Nick Irmo

Lead Scoring for a Small Sales Team: A Simple Model That Works

Lead scoring does not need machine learning. A points model built on fit and intent, agreed with sales, that tells reps who to call first.

Cover illustration for the article “Topical Authority: How to Plan Content Clusters That Rank and Get Cited”

SEO · 3 min read · Nick Irmo

Topical Authority: How to Plan Content Clusters That Rank and Get Cited

Search engines and AI assistants trust sites that cover a topic completely. How to map a pillar page and its cluster, and publish in an order that compounds.

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