Worked Walkthrough: Build a Lead Score That Sales Can Trust

A software company is routing too many low-value leads to SDRs because content engagement points are overweighted and disqualifiers are barely used. Lead scoring should combine fit signals, intent signals, and negative scoring so the MQL threshold predicts sales readiness instead of rewarding busyness. The trap is to keep adding positive points for every click and download until the score becomes an accumulation game. That turns MQL into an activity trophy instead of a qualification decision. Score fit first Director or VP title = +20, target industry = +15, company size in ICP range = +15. These points anchor the…

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