CONFIRMED: How sharp teams rebuild a lead-scoring model from scratch.

CONFIRMED: How sharp teams rebuild a lead-scoring model from scratch.
Everyone copies a template and wonders why sales ignores the scores. Here's the order that actually earns trust.
— Pull 6 months of closed-won and closed-lost, not just opens and clicks
— Reverse-engineer which behaviors preceded real revenue, weight those
— Cap any single demographic field at 20% of total score
— Set a decay rule: engagement older than 30 days loses half its weight
— Pilot on one rep's queue, compare their gut vs the score for two weeks
The model nobody trusts is the one built before anyone looked at lost deals. Watch this.