Account Scoring
Scoring at the account level rather than the individual, reflecting that B2B purchases are made by groups.
Why the account is the right unit
Five people from one company each engaging moderately is a stronger signal than one person engaging heavily — but lead-level scoring reports five mediocre leads and misses the account entirely.
The buying-committee signal
RELATED TERMS
Buyer Intent
Signals suggesting an account is actively researching a purchase, drawn from on-site behaviour or third-party data.
Ideal Customer Profile (ICP)
The definition of the accounts your product serves best, grounded in the observed characteristics of customers who buy quickly, stay, and expand.
Lead Scoring
A model assigning a numeric value to leads based on fit and behaviour, so attention goes to the ones most likely to convert.
Multi-Threading
Building relationships with several stakeholders in a buying account rather than relying on one contact.
Learn how to apply this: CRM Admin 101
Definitions are the vocabulary. The courses are where you learn to operate it, with the interactive audit tools.
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