Glossary
What is lead scoring?
Lead scoring gives each lead a number that shows how likely they are to become a customer, so the team can work the best leads first. The score usually combines fit, meaning how closely the lead matches your ideal customer, with engagement, meaning what they have done.
Published by Sellinger AI. Numbers and settings checked on 19 October 2026 against the fact register. Report an error.
How is a lead score built?
Classic scoring adds points: 10 for a matching title, 5 for opening an email, minus 10 for a free email address. The weights are guesses until you compare them with who actually bought. AI scoring reads the lead and writes a judgment with a reason.
| Signal | Points |
|---|---|
| Industry matches ICP | +25 |
| Role matches | +25 |
| Company size in range | +20 |
| Recent trigger event | +15 |
| Total fit | 85 of 100 |
Example weights. Change them to fit your own sales data.
What goes wrong with scores?
A score that only tracks status, such as replied or not, is status in disguise and tells you nothing new. Scores also age: refresh them as the lead acts. And a number without a reason is hard to trust, so keep the reason next to it.
How Sellinger handles it
Sellinger does score leads with an AI score from 0 to 100. The fit part is judged by the research step against the campaign persona, goals and segment rules, in four parts: industry match out of 25, role match out of 25, company size out of 20 and timing signals out of 30. The model also writes a short reason. A lead scores 80 or more only when industry, role and company size all clearly match.
An engagement score is updated as the lead responds. When both exist the displayed score blends them 40 percent fit and 60 percent engagement. Leads not assigned to a campaign have no ICP to score against and stay unscored, and leads are scored shortly before outreach begins. See ICP and lead qualification.
Common questions
What is a good lead score?
Can I see why a lead got its score?
Does scoring change who gets contacted?
Sources and method
Sellinger AI score code (fit rubric and the 40/60 blend), checked 19 October 2026.
Related: ICP, Lead qualification, Intent data, Agentic CRM.
