14/04/2026
Operator hat-on : the pattern I'm tracking that teams build a lead/ engagement score, feel good about it, and never touch it again.
That's not a scoring model
That's a false sense of pipeline clarity
Here's what a real model looks like:
- ICP Fit tells you WHO deserves attention
- Engagement tells you WHEN to act
- Decay scoring kills false positives automatically
- The matrix (A1 to C3) tells your sales team exactly where to spend human energy
In this build: 23,995 contacts. Average score: 8 out of 200.
9,992 sitting in C3 -> low fit, low engagement.
That's not a data problem.
That's a prioritisation problem in disguise.
Fix the model → fix the pipeline → fix the Monday morning Sales vs Marketing argument.
It's never a fixed model. It evolves as your buyers evolve.
Treat it like a product, not a setting.
