Connect lead quality to revenue speed by tying scores to conversion and cycle time. Use velocity as your north star, not vanity metrics.
Pipeline velocity is typically increased by improving win rate, average deal size, or number of qualified opportunities while reducing sales cycle length. Which component directly speeds velocity when decreased?
Number of qualified opportunities
Average sales cycle length
Average deal size
Win rate
A two‑dimensional lead scoring model most often balances fit (ICP match) with ______.
Random sampling
Geographic radius only
Sales rep preference
Behavioral intent signals
To align lead scoring with velocity, MQL thresholds should be calibrated against downstream metrics like SQL rate and ______.
Email open rate
Brand search volume
Share of voice
Average time‑to‑close
Which change most directly reduces false positives in lead scoring without starving pipeline?
Using stage‑based decay so points expire if no progress occurs
Giving all webinar registrants high scores permanently
Scoring only on firmographics
Adding points for every newsletter open
When evaluating contribution to velocity, which lead attribute is usually a stronger indicator of buying readiness than total pageviews?
Generic blog visits
Home page bounces
High‑intent actions like pricing views or demo requests
Time on site alone
What is the practical purpose of negative scoring (e.g., subtracting points for student emails or job‑seeker behaviors)?
Comply with spam laws
Improve SEO rankings
Punish users for browsing
Reduce misfit leads that inflate MQL volume but slow velocity
Which validation approach best tests whether your scoring model truly aligns with pipeline velocity?
Comparing to industry ROAS
Counting total form fills
Back‑testing scores against historical SQL, win rate, and cycle time
Asking sales once
If velocity drops after raising the MQL score cutoff, which remediation keeps quality while restoring flow?
Add high‑intent behaviors to scoring and refine routing SLAs
Ignore response times
Lower the cutoff drastically for a month
Stop using ICP attributes
For long B2B cycles, which reporting window best avoids premature conclusions about score‑to‑SQL conversion?
A single cohort of last week’s leads
Daily dashboards with no lag
Same‑week SQL counts only
Lagged attribution windows that match typical time from MQL to SQL
Which metric most directly indicates that lead scoring is supporting revenue speed rather than vanity volume?
Email CTR
Total impressions
Increase in pipeline velocity for scored leads vs. baseline
Raw MQL count
Starter
You grasp the basics—review definitions and tie scores to velocity inputs like win rate and cycle length.
Solid
Strong foundation—fine‑tune scoring weights and SLAs to accelerate qualified flow.
Expert!
Velocity‑driven maestro—your scoring translates directly into faster, larger, winnable deals.
