Account scoring assigns a score to a company rather than to a single lead. It can combine account fit with engagement from the people associated with that account, giving sales and marketing a company-level view of priority.

How account scoring works

An account score can combine firmographic fit, the activity of known contacts, the number of engaged people and the recency or type of that activity. The weighting should reflect the company sales process rather than assume that one role or behaviour is always more important.

Account scoring vs lead scoring

Lead scoring evaluates an individual person. Account scoring rolls activity and fit up to the company level. The two can be used together: the account score helps decide which companies deserve attention, while lead or contact scores help identify who within the account is most engaged.

SalesWings can surface account-level behavioural data and scoring in Salesforce so teams can use the score alongside the underlying activity rather than treating it as an isolated number.