Lead Scoring
Also known as: lead qualification, AI lead scoring
Lead scoring ranks prospects by how well they fit your ICP and how likely they are to convert, using attributes and signals to assign a score. It focuses rep time on the highest-value leads. AI lead scoring evaluates multiple dimensions — fit, data quality, and activation readiness — to prioritize outreach.
Related concepts
Ideal Customer Profile (ICP)
An ideal customer profile (ICP) is a description of the company that gets the most value from your product and is most likely to buy — defined by industry, size, revenue, geography, and tech stack. The ICP focuses prospecting and enrichment so you target accounts that fit rather than spraying a broad list.
Lead Generation
Lead generation is the process of identifying and developing potential customers for a business. In B2B, it spans discovering target companies, finding the right decision-makers, and capturing verified contact details. A pipeline-based approach generates leads in real time from the open web rather than reselling a fixed database.
Intent Data
Intent data captures signals that an account is researching or in-market for a solution — content consumption, hiring activity, technology changes, or funding events. It helps prioritize which accounts to contact now. Signal-based prioritization turns a flat list into a ranked queue of timely opportunities.
B2B Prospecting
Prospecting is the activity of identifying and qualifying potential buyers to enter the sales pipeline. It combines building a target account list, finding decision-makers, and prioritizing by fit and intent. Modern prospecting is powered by enriched, verified data so reps spend time selling rather than researching.
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