Lead Quality Score
A lead quality score is a numerical or grade-based ranking applied to MCA leads based on conversion-likelihood signals — including data completeness, intent indicators, revenue signals, and historical conversion patterns from similar records.
Why This Matters
Lead scoring is what separates productive MCA shops from those who burn dialers on every record equally. A scoring model assigns points or tier letters (A/B/C/D) based on observable signals: monthly revenue range, time in business, industry vertical, prior funding history, days since last UCC filing, completeness of contact data, and source-specific conversion history. Top reps get the A leads first; B leads work through standard dialing; C/D leads route to nurture or get suppressed. Scoring lifts dialer productivity 30-100% in well-implemented programs.
Frequently Asked Questions
Frequently Asked Questions
What signals should an MCA lead-scoring model include?
Core inputs: monthly revenue (or revenue range), time in business, industry vertical (some convert 3-5x higher than others), recent UCC activity, prior funding indicators, contact data completeness, days since lead creation, and source-vendor conversion history.
How often should I retrain my lead-scoring model?
Quarterly is standard. Track input-feature conversion correlations over rolling 90-day windows and recalibrate weights as patterns shift. Monthly retraining adds noise; annual retraining lets seasonal and market shifts degrade score accuracy.