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

Day 9 of 30 · Build Your Sales – 30 Days to More Deals

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

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

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.

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

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

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.

Optional Resources