Glossary
Lead scoring
Ranking contacts by how likely they are to convert, usually as a single number.
Most scoring models blend fit (do they match the ICP) and intent (are they in market) into one number. That is convenient and it is the source of most of the confusion, because a perfect-fit account that has never done anything scores the same as a poor-fit account that is very active.
Splitting them is almost always better: fit is a filter, intent is a queue order.
What GTM does about it
Membership is binary and decided before a contact exists. Heat is a separate 1–5 score and it is the only thing the queue sorts on, so every contact in the list is already in-ICP by construction.
Where this lives in the product
More vocabulary
All termsThe glossary grows out of support questions, so a missing term is usually one nobody has had to ask about yet.
Everything above, running on your list
Describe the company, confirm the keywords, connect a channel. The agents take it from there, and Supervised mode is available when you want to review before sending.
Start with sales. $2,000 or $5,000 onboarding, then at least $250 monthly credit funding.