Dec '25 • 💡Systems
Why lead scoring alone is no longer enough (and what actually works)
I just published a long-form article breaking down a shift we’ve made that materially changed how our funnel performs.
Short version:Lead scoring by itself is outdated.
What’s working now is the combination of:
- Lead Scoring → who someone is (fit, role, ICP alignment)
- Engagement Scoring → what they consistently do over time
When those two signals intersect, something important happens:
👉 Decision-makers surface without raising their hand
👉 Sales stops chasing activity and starts responding to intent
👉 The CRM becomes a prioritization engine, not a contact database
Inside GHL, we’re seeing executives quietly engage across content, email, and social — and then rise to the top naturally because the system is designed to notice patterns, not spikes.
In the article I break down:
- Why most scoring models fail in practice
- How we implemented this inside a real CRM
- How engagement over time changes pipeline quality
- What surprised us once the system was live
This thinking is also what led me to build KontentPath — because most teams don’t struggle with tools, they struggle with structure. We’re still in beta, and community members are getting early visibility into how this all connects.
Question for the group:How are you currently deciding who gets attention first in your CRM?Gut feel, rules, scores… or something else?
Drop your approach below — I’m happy to compare notes or share specifics on how we’re weighting signals if it’s helpful.
In my Digital Spotlight community we spent time as a group talking about implementing this process and at KontentPath.com we actually walk you through the process step by step.
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Why lead scoring alone is no longer enough (and what actually works)
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