Lead Scoring for Custom Product Businesses

A practical guide to implementing lead scoring that helps your sales team focus on the highest-value opportunities.

Not all leads are equal

Lead scoring assigns a numerical value to each lead based on factors that predict conversion. This guide shows you how to set up and optimize a scoring system that helps your team focus on the deals most likely to close.

The BANT Framework

Score leads on Budget (how much they can spend), Authority (are they the decision-maker), Need (how urgent is the project), and Timeline (when do they need it). Each factor gets a weighted score out of 100.