Figure 218 Oct 2026From “What is lead scoring?”

A lead score record

Write down the outcome, the window, the population, the inputs, the check and the follow-up before a score decides who gets a call.

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Figure 2A lead score record

Source: Author's decision worksheet. The outcome and window fields follow Marvasti et al. (2021), p. 131; the population field follows Marvasti et al. (2021), p. 131, and Virtanen et al. (2015); the inputs and check fields follow Virtanen et al. (2015) and Marvasti et al. (2021), pp. 130 to 132, and the check's ranking form is this guide's; the follow-up field follows Sabnis et al. (2013), pp. 55, 59 and 63 to 64. The fields are reader inputs; no company data is supplied.

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B LSC-OWN-C4 A lead score record: outcome and its definition, window, population and exclusions, inputs and whether each was known when the score was set, the check against the base rate on leads the score was not fitted to, and the follow-up record; the worksheet footer says a score that does no better than the base rate on unseen leads should not decide who gets a call; illustrated with a hypothetical B2B software firm that scores free-trial companies on day 14 for a paid contract by day 90 of the trial, 76 days after scoring, on business-domain trials without customers, partners and staff, with sign-up and first-14-day inputs only, checked on later trials and by the paid share in the top tenth against all trials, with follow-up recorded; whether acting on the score helps is tested by lot among trials above the threshold, half passed to a seller at once and half on the usual schedule, compared on paid contracts at 90 days. Untested.Author worksheet grounded in LSC-MARV-C2, LSC-MARV-C3, LSC-VPR-C1, LSC-VPR-C2 and LSC-SAB-C4

Grades: A, verified against the printed page of the primary source · B, primary source, text layer only · C, authoritative secondary · D, reported.

From the essay

Revenue operations & AI

What is lead scoring?

Lead scoring ranks leads by how likely they are to reach a named outcome. Without that outcome, a time window and a population, a score says little.

18 Oct 2026

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APA 7

Isoglu, S. (2026). A lead score record [Figure]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-what-is-lead-scoring-fig02/

BibTeX

@misc{isoglu-2026-what-is-lead-scoring-fig02,
  author = {Isoglu, Sinan},
  title = {{A lead score record}},
  year = {2026},
  howpublished = {Figure 2, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-what-is-lead-scoring-fig02/},
  note = {From the essay {What is lead scoring?}}
}

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<figure>
  <a href="https://isoglu.com/insights/exhibits/isoglu-2026-what-is-lead-scoring-fig02/">
    <img src="https://isoglu.com/social/isoglu-2026-what-is-lead-scoring-fig02.png" alt="Figure 2: A lead score record" width="3200" height="2400">
  </a>
  <figcaption>Figure 2: A lead score record. Source: Author&#39;s decision worksheet. The outcome and window fields follow Marvasti et al. (2021), p. 131; the population field follows Marvasti et al. (2021), p. 131, and Virtanen et al. (2015); the inputs and check fields follow Virtanen et al. (2015) and Marvasti et al. (2021), pp. 130 to 132, and the check&#39;s ranking form is this guide&#39;s; the follow-up field follows Sabnis et al. (2013), pp. 55, 59 and 63 to 64. The fields are reader inputs; no company data is supplied. <a href="https://isoglu.com/insights/exhibits/isoglu-2026-what-is-lead-scoring-fig02/">View exhibit</a>.</figcaption>
</figure>