What is Opportunity Scoring?
Opportunity scoring brings the discipline of lead scoring to active deals: a data-driven read on which opportunities are most likely to close.
Its payoff is prioritization and early warning, telling a rep where to spend their best hours and flagging a deal whose score is slipping.
Short answer
Opportunity scoring rates each open deal's likelihood of closing won using signals like buyer fit, engagement, stakeholder coverage, and momentum. Unlike lead scoring, which ranks prospects, it ranks active deals, so reps focus on the most winnable ones and managers see risk early. A good score updates continuously as the deal evolves rather than sitting static.
Key takeaways
- Rates each deal's likelihood to close.
- Uses fit, engagement, coverage, and momentum.
- Ranks active deals, unlike lead scoring.
- Updates continuously as deals evolve.
Why it matters
Reps have limited hours and cannot treat every deal equally. Opportunity scoring points them at the winnable deals and surfaces the ones losing steam, improving both prioritization and forecast accuracy.
How Ardovo handles it
Ardovo scores every opportunity from live fit and engagement signals, so Rook can hand reps a ranked worklist and flag deals whose score is dropping before they stall or slip.
Frequently asked questions
What is opportunity scoring?
It is rating each open deal's likelihood of closing won using signals like buyer fit, engagement, stakeholder coverage, and momentum. It ranks active deals so reps prioritize the winnable ones and managers spot risk early.
How is opportunity scoring different from lead scoring?
Lead scoring ranks prospects by their likelihood to become qualified opportunities. Opportunity scoring ranks active deals by their likelihood to close won. One prioritizes who to pursue, the other how to prioritize deals already in the pipeline.
Why use opportunity scoring?
Because reps have limited time and cannot treat every deal equally. Scoring points them at the most winnable deals and flags ones losing momentum, improving prioritization, win rate, and forecast accuracy at once.