What is Lead Grading?
Lead Grading is a core concept in modern B2B revenue. Here is a clear, accurate definition, why it matters, and how Ardovo handles it.
Short answer
Lead grading rates how well a lead matches your ideal customer profile, usually on a letter scale from A to F. Grading focuses on fit, who the lead is, separate from behavior. An A-grade lead is a perfect-fit account, while an F is out of market regardless of how much interest they show.
Key takeaways
- Rates fit against the ideal customer profile, often A to F.
- Focused on who the lead is, not what they have done.
- Often paired with a behavioral score for a full picture.
- Prevents reps chasing engaged but poor-fit leads.
Why it matters
An enthusiastic lead who will never be a good customer wastes rep time. Grading catches poor fit early so effort goes to accounts that can actually become valuable customers.
How Ardovo handles it
Ardovo grades leads against your defined ideal customer profile using enriched firmographic data, and pairs the grade with an engagement score so reps instantly see both fit and interest on one record.
Frequently asked questions
How is lead grading calculated?
By comparing a lead's firmographic attributes such as industry, size, and role against your ideal customer profile. Close matches earn high grades; mismatches earn low ones regardless of engagement.
Should you work a high-engagement, low-grade lead?
Usually not with a full sales effort. They may be researchers, students, or competitors. A nurture track fits better than a rep's time until fit improves.