Glossary · CRM and sales
What is lead scoring?
In short
Lead scoring gives each lead a number, or a hot, warm or cold rating, for how likely they are to buy, so the sales team calls the most promising ones first. The rating comes from who the lead is and what they’ve said or done.
Reviewed 9 November 2026. How it works in Axonave: Leads & deals pipeline.
Fit and interest
Two questions sit behind most scores. Fit: is this the kind of customer you sell to, by size, location, budget or need? Interest: have they shown they want to buy, by asking for a price, a viewing or a call?
The simplest scoring is a few rules the team agrees on. Some teams add points for each signal; others let software suggest a rating. Whichever you use, a salesperson should be able to read why a lead is hot. A score nobody can explain is a score nobody trusts.
Review the criteria now and then against the deals you actually won. If cold leads keep closing, the rules are wrong, not the leads.
- Fit: the right size, place, budget or need
- Interest: a question about price, stock or timing
- A reason you can read, not only a number
How it works in Axonave
A score from 0 to 100, a rating, and the customer’s own words.
Every lead in Axonave carries a score from 0 to 100 and a hot, warm or cold rating, and leads created from chat and WhatsApp keep the conversation. The AI sales step asks about the criteria you set, such as team size, budget or timeline, and rates the lead with the customer’s own words as the reason. A rating a person set is never overwritten.
- Leads from live chat and WhatsApp, with the chat linked
- Hot and warm leads routed to their owner
- A bell to the owner the first time a lead turns hot
Leads in our demo workspace from live chat and WhatsApp, each with a score and a hot, warm or cold rating.
Lead scoring: common questions
What’s the difference between a lead score and a rating?
A score is a number on a scale; a rating sorts leads into a few groups, such as hot, warm and cold. Axonave shows both on every lead, so the team can sort by either.
Can the AI overrule my sales team?
No. The AI sales step rates the leads it talks to from your criteria, with the customer’s words as the reason, but a rating a person has set is never overwritten.
Which criteria should we score on?
Start with the two or three things your best customers had in common when they first got in touch, and the questions that showed they were ready. Add more only when the team agrees they matter.
See it working with your own customers.
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