Glossary
Lead Scoring
Assigning a numeric score to each lead based on fit and behaviour.
Definition
Lead scoring assigns points to leads based on firmographic fit (industry, size, role) and behavioural signals (page visits, email opens, demo requests). Scores above a threshold trigger MQL handoff to sales. Models can be rule-based or predictive (ML-based).
Why it matters
Good scoring routes the right leads to the right reps faster. Bad scoring buries SDRs in noise.
More terms
ICP (Ideal Customer Profile)
The exact firmographic, persona and trigger combination of the accounts most likely to buy from you.
SDR (Sales Development Representative)
The role responsible for prospecting and booking qualified meetings for closers.
BDR (Business Development Representative)
An outbound prospecting role, often used interchangeably with SDR.
MQL (Marketing Qualified Lead)
A lead that has shown enough interest in your marketing to be worth a sales follow-up.
SQL (Sales Qualified Lead)
A lead that sales has accepted and confirmed is worth working toward a deal.
SAL (Sales Accepted Lead)
The intermediate step between MQL and SQL where sales accepts ownership.
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