A points system that ranks leads by how likely they are to buy. Points come from who they are (fit) and what they have done (engagement), and the total decides when sales should get involved.
Example
A Pune B2B software firm gives 10 points for a director job title, 15 for visiting the pricing page and 20 for booking a demo. Leads that cross 40 points go to the sales team.
How you'll hear it
“Drop the points for ebook downloads; they're pushing tyre-kickers over the threshold.”
Don't confuse it with
- Lead qualification: the broader judgement of whether a lead is worth pursuing; scoring is one way to automate it.
- MQL: the label a lead gets once it crosses the agreed score.
Related terms
Sources
- Build lead scores to qualify contacts, companies, and deals, HubSpot Knowledge Base
- Lead qualification, HubSpot