Lead scoring

Lead scoring assigns a number so reps can work a list in order. The common mistake is collapsing fit and timing into one figure: an account that is a perfect fit but bought a competitor last year and one that is a mediocre fit with a live RFP can score identically, and the rep learns to distrust the number. Keeping ICP fit and intent as separate visible scores, with a composite on top, preserves the information that makes the ranking actionable.