GoLeadX
Sign in with Google
Sales

Lead scoring

Lead scoring is ranking a list so the best-fit businesses are contacted first. On a cold list it is done on attributes you can observe from outside, not on behaviour you have not seen yet.

Most scoring models described online are built for inbound: points for opening an email, visiting the pricing page, downloading a PDF. None of that exists on a cold list, where every row has the same behavioural history, which is none.

What you can score on is what the business publishes about itself. A real website or a single social page. Whether it runs ads. How many locations. Whether the address is a named person or a shared inbox. Each is a proxy for size, budget and reachability, and each can be derived at list-building time.

Keep it crude. Three tiers you actually act on beat a hundred-point model nobody trusts. The value is not precision — it is having a defensible order to work through when the list is larger than the week.

Related terms

Ideal customer profile
An ideal customer profile is a written description of the kind of company you sell to best — industry, size, location, situation — specific enough to look at a business and say yes or no in a second.
Data enrichment
Data enrichment is adding missing fields to a list you already have — typically taking a business name and website and finding the email address, phone number, size or social profiles attached to it.
Role-based email address
A role-based address belongs to a function rather than a person — info@, sales@, contact@, hello@. It is usually a shared inbox, and for local business outreach it is often the only address published.
Lead
A lead is a business that might buy from you, together with a way to reach it. Without a working contact method it is not a lead, it is a name.