Lead Scoring Calculator
Build a weighted lead score from fit and behaviour criteria, and see where a lead falls against your qualification thresholds.
Formula & Reference
| Variable | Symbol | Formula | Units |
|---|---|---|---|
| Lead Scoring Calculator | — | Score = fit score × fit weight + behaviour score × behaviour weight | points out of 100 |
Step-by-Step Examples
Ideal company size, target industry, decision maker, deep engagement, multiple downloads, pricing page, demo requested.
- Fit = 25 + 15 + 15 = 55
- Behaviour = 10 + 10 + 10 + 15 = 45
- Total = 100
Ideal size, target industry, decision maker, single visit only, no downloads.
- Fit = 55, behaviour = 0
- Total = 55 — marketing qualified band
- Strong fit warrants proactive outreach rather than waiting for engagement
Outside target industry, no influence, but repeated visits, downloads, pricing page and demo request.
- Fit = 0 + 0 + 0 = 0
- Behaviour = 45
- Total = 45
- High interest but no fit — unlikely to convert or retain
Real-World Applications
Common Mistakes to Avoid
A highly engaged lead outside your target market will consume sales time and rarely convert. Fit should gate behaviour, not sit alongside it equally.
Score thresholds should be derived from historical conversion rates by score band, not chosen because they look reasonable.
As the product and ideal customer profile evolve, scoring weights drift out of alignment with what actually converts.