How do you score leads so the number reflects who is actually ready to buy?
Score two things separately: fit, meaning how well the lead matches your ideal customer, and readiness, meaning how strongly they are behaving like a buyer right now. Keep them apart so a perfect fit who is just browsing does not look the same as a ready buyer. Base the weights on how past deals really behaved, and review them often.
In this lesson you will learn
Fit and readiness are two different questions
An MQL is a promise, so define it with sales
Score with evidence, and let it decay
This is lesson 3 of the Qualify course in The Bowtie Academy, the free AI and revenue-automation school by The Sparked Group. The full lesson adds a plain-English walkthrough, a hands-on task on your own work, and a quick check, and it counts towards a verifiable certificate.
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