Stop arguing about which leads to call first. Score any B2B lead across 10 stages in about five minutes — and get the exact b2b lead scoring formula behind it, so you can defend the number in your next pipeline review. Then grab the lead scoring template (spreadsheet) to run your whole list.
Every lead your forms capture gets a single 0–100 score built from ten checks — the same 10-stage validation Digenio runs on inbound leads before they ever touch a CRM. The ten stages cover the three things that actually predict a sales conversation:
The output is one of four bands: Cold (0–39) · Nurture (40–59) · MQL (60–79) · Sales-ready (80–100). Bands map cleanly onto routing rules — see how scored leads should route to your CRM.
Step 1 — skim what you know about the lead. Step 2 — answer the 10 stage questions below (don't know an answer? leave it at 0 — an honest gap is a scoring signal, not a failure). Step 3 — read the total and the band. Step 4 — act on the band: Sales-ready → route to sales within 5 minutes; MQL → fast-track nurture; Nurture → drip sequence; Cold → recycle or discard.
Prefer a spreadsheet? Download the lead scoring template ↓
Answer at least 5 of the 10 stages — your weighted 0–100 score and band appear here, live. Unanswered stages count as 0: an honest gap is a scoring signal.
A mid-market SaaS lead — let's score her. Industry on the target list, 220 employees, Head of Marketing Ops; pricing-page form with 6 fields, 3 resources viewed including pricing, 2 email clicks, last action 2 days ago, requested pricing, "this quarter" timeline, corporate domain.
| Stage | What we observed | Score | Weight | Points |
|---|---|---|---|---|
| Fit · 30% | ||||
| S1 · Industry match | SaaS — on the target list | 8/10 | 10% | 8 |
| S2 · Company size | 220 employees | 9/10 | 10% | 9 |
| S3 · Role seniority | Head of Marketing Ops | 9/10 | 10% | 9 |
| Behaviour · 40% | ||||
| S4 · Form depth | Pricing-page form, 6 fields | 8/10 | 10% | 8 |
| S5 · Content engagement | 3 resources, incl. pricing | 7/10 | 10% | 7 |
| S6 · Email engagement | 2 clicks on workflow emails | 6/10 | 10% | 6 |
| S7 · Recency | Last action 2 days ago | 9/10 | 10% | 9 |
| Readiness · 30% | ||||
| S8 · Buying-stage signal | Requested pricing | 9/10 | 12% | 10.8 |
| S9 · Timeline signal | "This quarter" | 8/10 | 10% | 8 |
| S10 · Data hygiene | Corporate domain | 7/10 | 8% | 5.6 |
| Sales-ready | 80/100 | |||
Sales gets it in real time, with the stage breakdown attached. Notice how the number is only useful because every stage is visible — a naked "80" answers nothing; "80, dragged down by email engagement" tells marketing exactly what to fix.
The b2b lead scoring formula is deliberately boring:
Default weights (they sum to 1.0):
Why these defaults:
This is a simplified, manual version of the same 10-stage validation the Digenio platform runs automatically — including enrichment lookups, session-level behaviour tracking, and AI scoring of free-text answers. If you want to see the difference between doing this by hand and doing it at scale, read AI lead scoring vs rules-based scoring, or start from the theory in our lead qualification framework.
The spreadsheet mirrors the on-page calculator exactly: ten stage columns, editable weights, auto-computed total and band, plus a batch tab for pasting a whole CSV of leads. Free, no email required.
Download links are being finalised — the interactive calculator above is fully live in the meantime. The template also ships with the iframe snippet for embedding this calculator on your own site (or just append ?embed=1 to this page's URL).
The Digenio platform runs this exact 10-stage scoring on every inbound lead — enriched, automatic, routed to the right person in real time.
Try the full Digenio platform free for 14 days → No card required?embed=1 to this page's URL for a header-free, iframe-friendly version. Attribution link appreciated, not required.Editorial plan II (Oct–Dec 2026) · Free Lead Scoring Calculator (10-Stage Model) · Rex Farrow 2026-10-19