Lead scoring
Not every lead is worth the same amount of your sales team’s time. We track who your leads are and how they engage across your website, emails, content and campaigns, then flag the ones most likely to buy.
Lead score
Passed to sales: ready to talk
The problem
When every lead looks the same, sales teams either chase the wrong prospects or respond too slowly to the right ones. Good leads go cold while time is spent on people who were never going to buy.
Scoring is part of our Sales module, so your team spends time on the right conversations and no hot lead slips through.
What is lead scoring?
Lead scoring ranks leads by how likely they are to buy, using points based on agreed criteria. Leads earn points for fitting your ideal customer profile and for showing buying signals. When a lead reaches a set score, it’s passed to sales as ready to talk.
Spend sales time where it counts.
+ 01
How closely a lead matches your ideal buyer: job title, seniority, industry, company size and location.
+ 02
What the lead does: visiting key pages, downloading guides or decision tools, attending webinars or clicking emails.
+ 03
High-value actions like viewing pricing, requesting estimates or returning to your site several times in a short period.
− 04
Points removed for poor fit or inactivity, such as students, competitors or leads who’ve gone quiet.
How Digileads does it
Every rand is tracked to a lead, and every lead to a sale.
We work with your sales and marketing teams, using your buyer personas and past sales data, to agree what a good lead looks like.
A custom set of criteria and points for your business, including the thresholds for marketing qualified and sales qualified leads.
We configure scoring in your CRM and marketing automation platform, with alerts and routing so sales knows the moment a lead is ready.
We compare scores against closed deals and adjust the model so it gets more accurate over time.
What you get
Built around your buyers and sales process, not a generic template.
Agreed definitions of marketing qualified and sales qualified leads.
Sales knows which leads to call first and why.
Leads not yet ready are nurtured until they are.
Both teams work from the same definition of a good lead.
Less time chasing poor-fit leads, more time closing deals.
Lead scoring FAQs
A marketing qualified lead (MQL) has shown enough interest and fit to be worth nurturing further. A sales qualified lead (SQL) has shown clear buying intent and is ready for a sales conversation. Lead scoring defines when a lead moves from one stage to the next.
If your sales team receives more leads than it can follow up properly, or struggles to tell good leads from poor ones, lead scoring will help. It’s most valuable for businesses with longer sales cycles and multiple lead sources.
Yes. Lead scoring runs inside a CRM or marketing automation platform. We can set it up in your existing system or help with CRM implementation.
It gets more accurate over time. We review scores against real sales results and adjust the criteria and points so the model reflects what actually predicts a sale.
Yes. Scoring can track engagement across several contacts at the same company, showing when an account as a whole is showing buying intent.
We track how many scored leads convert to opportunities and sales, how quickly sales follows up and how much time is spent on poor-fit leads.
Nothing. The Growth Audit is free and comes with no obligation to proceed. You’ll receive a clear picture of how your leads are qualified and a prioritised plan.
Get in touch
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