Lead Scoring

Understand how AI Prospecting scores leads for quality.

Scoring System

Each lead receives two scores:

Combined Score = Company + Contact (max 20)

The Evaluator scores companies based on four factors:

How much revenue is lost per missed opportunity?

Is phone the primary business channel?

Score	Criteria
9-10	Phone is critical (appointments, emergencies)
7-8	Phone very important
4-6	Phone used but not primary
1-3	Mostly online business

Company structure and staffing.

Score	Criteria
9-10	10-50 employees, no dedicated receptionist
7-8	Small team, stretched resources
4-6	Has some front desk coverage
1-3	Full reception team or too small

How easy to reach decision makers?

Score	Criteria
9-10	Owner-operated, direct access
7-8	Small leadership team
4-6	Mid-size with some hierarchy
1-3	Large corporate structure

The Headhunter scores contacts by seniority:

Tier	Score	Titles
1	10	Owner, Partner, Principal, Founder
2	9	CEO, COO, CFO
3	8	Office Manager, Practice Manager
4	7	Director, VP, General Manager
5	6	Manager, Supervisor

These titles are excluded (score 0):

Based on combined score:

Start with highest-scored leads. A 19/20 lead is much more likely to convert than a 14/20.

Sort by score to see best leads first.

If most leads score 14-15, your ICP might be too broad. Tighten criteria for better matches.

In the leads table: