CRM & Sales

Lead Scoring

Assigning a numeric value to each lead based on demographic fit and engagement to prioritize sales follow-up.

Definition

Lead scoring is the practice of ranking leads by readiness to buy. Points are awarded for attributes that match the ideal customer profile (job title, company size, industry) and for behaviors that signal intent (visiting the pricing page, opening emails, attending a webinar). Negative scores can be applied for disqualifying signals. Once a lead crosses a threshold, the system routes it to sales or triggers a workflow. Scores can be rule-based or model-based.

Example

A lead earns +20 for being a marketing director, +15 for visiting the pricing page twice, and -10 for using a personal email. At 50+ points the CRM auto-assigns them to an account executive.

How it relates to WellPlan

WellPlan supports rule-based lead scoring inside workflows — increment scores on form submissions, page visits, or replies, then trigger routing when a threshold is hit. See nurturing features.