Concept explainersUpdated 5/13/2026
How to score B2B leads (and stop wasting SDR time on bad ones)
Most "AI lead scoring" tools are black boxes that give you a number with no useful explanation. A simple, transparent rule-based score outperforms most of them.
Three score components
ICP fit (firmographics + technographics match), Intent (recent triggers like funding/hiring), Engagement (opened your emails / visited your site / replied).
Weighting
Engagement > Intent > ICP fit for "lead ready to talk now". ICP fit > Intent > Engagement for "should I waste an SDR call on this?".
Practical score
Score 0-100 per dimension. Multiply. Top decile = high priority. Bottom quartile = drop or recycle.
Tools mentioned in this guide
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