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How to Implement Lead Scoring: The Fit + Intent Model

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Every place a page here uses this source, in the order the words come in it.

  1. What is lead scoring? “A lead generally needs both halves to be sales-ready, which is why a single blended number tends to mislead.” Why does lead scoring matter?

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  2. Why does lead scoring matter? “Fit-only scoring tends to miss high-intent buyers outside your stated ICP, and intent-only scoring tends to flood sales with unqualified browsers, so effective models combine both.” Commonly cited figures link mature lead scoring to higher MQL-to-SQL conversion than no scoring at all (directional, not a guarantee).

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  3. What is lead scoring? “The total decides which leads reach a rep first.” Why does lead scoring matter?

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