What lead scoring actually means
Lead scoring is a number — typically 0 to 100 — that tells you how likely a given lead is to convert. The higher the score, the more attention that lead deserves from your team.
It sounds complicated. In practice, you're just answering: "What does a good lead look like, and what signals tell me this person is one?"
Why it matters in Indian B2B sales
Indian B2B sales often runs on a high volume of inbound leads — many of which aren't serious buyers. A founder gets 50 leads a month from a pricing page, a form fill, and WhatsApp. Without scoring, reps treat all 50 the same. With scoring, they know to call the top 15 first.
The 6 signals that actually predict conversion
1. Company size fit (0–20 points)
Does the prospect's company match your target segment? If you sell to 20–200 person companies, a solo freelancer gets 0 and a 50-person team gets 20.
2. Job title / decision authority (0–15 points)
Founder or VP? 15 points. Manager? 8 points. Individual contributor with no budget authority? 2 points. You want to spend time with decision makers.
3. Source quality (0–15 points)
Referral leads convert at 3–5x the rate of cold form fills. Referral: 15 points. Pricing page: 12 points. Cold outreach: 5 points. Random contact form: 3 points.
4. Engagement depth (0–20 points)
Did they request a demo? 20 points. Did they reply to an email? 10 points. Did they open an email once? 3 points.
5. Response speed (0–15 points)
Leads that respond within 2 hours of first contact are 3x more likely to close than leads that take 48 hours. Fast responders get 15 points.
6. Budget signal (0–15 points)
Did they mention a budget in the conversation? Did they ask about pricing plans? Any explicit budget signal gets 10–15 points.
A practical starting configuration
Scores 70–100: Call within 1 hour. These are your best leads. Scores 40–69: Call within 24 hours. Worth pursuing. Scores 20–39: Add to nurture sequence. Check back in 30 days. Scores 0–19: Disqualify or park. Don't burn rep time.
Start simple. Run this for 60 days. Look at which score ranges actually converted. Adjust the weights based on what you learn.
Setting this up in Dxyra
Dxyra supports manual lead scores and automatic scoring via workflow automation rules. You can configure rules like: "When lead source = referral, add 15 to score. When lead responds within 2 hours, add 15."
The lead list view can be sorted by score descending — your reps open it every morning and start with the top row.