Lead scoring in practice
A score combines inputs into one number: how well the account fits the ICP, what signal fired and how recently, and whether you have a verified way to reach the right person. The number decides order and treatment. High scores get the expensive channels and a human; low scores wait.
Score once and use it everywhere. When the sequencer, the CRM and the rep each have their own idea of priority, the score means nothing. IV builds one composite score per account from trigger type, trigger age, fit and contactability, and writes the weights down so you can change them.
Last updated 2026-10-14 by Ishan Vats.
