Lead scoring is a method of ranking leads by assigning points for attributes and behaviors that signal how well a lead fits your ideal customer and how likely they are to buy. Fit points come from firmographics like company size, industry, or role. Intent points come from actions like opening an email, viewing pricing, or requesting a quote. Leads with higher totals get prioritized for sales follow up.
How it works
You define two things: the signals that matter and the points each is worth. A wholesale buyer requesting 500 units might earn more points than a hobbyist asking about one. Negative points also help, so a free email address or a competitor domain can pull a score down. Most teams set a threshold above which a lead is considered sales ready.
Why it matters for B2B quoting
In B2B, not every quote request is equal. Some are large accounts ready to order this week, others are tire kickers comparing prices. Scoring lets a small team spend its time where revenue is most likely. On Shopify, quote requests are one of the strongest intent signals you have, since someone bothered to ask for custom pricing rather than checking out at retail.
Example
A merchant scores incoming requests: +20 for a company email, +15 for requested quantity above 100 units, +10 for a returning customer, and +25 for opening the quote and clicking through. A lead crossing 50 points gets a same day call. A lead at 15 goes into a nurture sequence. If your quoting tool tracks open, click, and conversion activity on each quote, those behavioral signals feed the score automatically instead of being guessed.
Start simple with a handful of signals, watch which scored leads actually convert, then adjust the weights over time.