High Value Is Not the Same as Big
The largest logo on your list is not always your best lead. High-value leads combine a healthy deal size with a short path to a decision and a strong chance of renewal.
Score What Predicts Revenue
Look back at your last twenty closed deals and note what they shared. Build your scoring around those facts rather than around opens and clicks.
- Company size and growth stage
- Tools already in use
- The role of the person who replied
- A recent trigger such as funding or a new hire
Agree the Handoff
Write down what sales will accept and review it every quarter. A shared definition ends most arguments about lead quality before they begin.
