Lead Scoring & Prioritization – Which Lead Do You Handle First?

Today you'll learn how to score and prioritize leads. The key: don't treat them equally – focus on the best ones!

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Daily Goal

• Understand what lead scoring is and why it matters
• Create a simple lead scoring system
• Create a prioritization table
• Set up daily routine for lead prioritization

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Why it matters

• Time optimization: Don't waste time on low-value leads.
• Better conversion: If you handle the best leads first, you close more.
• Better forecasting: Scored leads = more accurate forecast.
• Stress reduction: If you know what to do first, less stress.

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Explanation

What is lead scoring?

Lead scoring = point system that helps rank leads by purchase probability.

Example: 100-point system where 80+ points = high priority, 50-79 = medium, 0-49 = low.

Simple lead scoring system

5 main factors, each 0-20 points:

Factor	0-20 points	Example
ICP Match	0-20	Perfect match = 20, partial = 10, none = 0
Need Strength	0-20	Urgent = 20, medium = 10, weak = 5
Budget	0-20	Has and adequate = 20, has but small = 10, none = 0
Authority	0-20	Decision maker = 20, influencer = 10, user = 5
Timeline	0-20	Within 30 days = 20, 60 days = 10, 90+ days = 5
TOTAL	0-100	80+ = High, 50-79 = Medium, 0-49 = Low

Prioritization system

Based on score:

• High priority (80+ points): Handle immediately, 1-2 leads daily
• Medium priority (50-79 points): Handle this week, 5-10 leads weekly
• Low priority (0-49 points): Handle when time allows, or automated email campaign

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Practice 1 – Lead scoring system (20 min)

1. Create your own lead scoring system (5 factors, 0-20 points each)
2. Score 3-5 existing leads using this system
3. Rank them by score

Practice 2 – Prioritization table (15 min)

Create a prioritization table:

Lead	Score	Priority	Action
Example Company A	85	High	Immediately

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Key Takeaways

• Don't treat equally. Handle the best leads first.
• Use a system. Don't decide based on "feeling", but on score.
• Update regularly. Lead score can change (e.g., new information).
• Be consistent. Use the same system for every lead.

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Optional Resources

• HubSpot – Lead Scoring: https://blog.hubspot.com/marketing/lead-scoring – Lead scoring fundamentals
• Salesforce – Lead Prioritization: https://www.salesforce.com/resources/articles/lead-prioritization/ – Lead prioritization