Scoring and qualification
The number, the bands, and which leads reach a call
A score is a routing decision wearing a number. Posts here are about the part that gets underestimated on every build: the weighting, the bands, what counts as a pass, and who reaches a calendar because of it. Scoring is where lead generation turns into qualification, and it is where most of these assets quietly fail. A model that drops 80% of respondents into the same middling band has sorted nobody. One that flatters everyone books calls your team learns to resent. So we write about what a score should decide, what it should never decide on its own, and how the handover to a human is supposed to read on the other end. Get it right and your team spends its week on the deals worth having.
In the diary
What gets written here next
Subjects in the queue, in roughly the order they are useful. Nothing is filed under this heading yet, so these are the arguments we owe you.
- What a score should never be allowed to decide on its own
- Bands that route, and bands that flatter everyone into the middle
- Weighting a model you can defend in front of a sales team
Elsewhere
The other four
Five categories, fixed. Each one maps to a body of work rather than to a tag somebody invented on a Tuesday.
Your turn
Arguments are cheap. Your own numbers settle it
Our scorecard grades the four things that decide whether the traffic you already pay for turns into qualified leads. A band, a straight read on what produced it, and the one thing worth fixing first.
Not running yet. You keep the report whatever the score says.