Lead scoring 101 for LinkedIn engagement

Traditional lead scoring weighs job title (+10), company size (+15), industry (+20). It's static and assumes you know who's in market.

LinkedIn engagement-based scoring is different. Here's the model that works.

The two dimensions

Fit: how well the person matches your ICP. Static, derived from their profile.

Intent: what they just did that suggests they care. Dynamic, derived from their engagement.

You need both. A perfect fit who's done nothing is a contact, not a lead. A high-intent engager who's a bad fit is a distraction.

Scoring fit (0–60 points)

• Title match (0–25): Exact ICP title = 25. Adjacent title = 10. Wrong title = 0.
• Industry match (0–20): ICP industry = 20. Adjacent = 10. Other = 0.
• Company size (0–10): In ICP range = 10. One band off = 5. Way off = 0.
• Geo (0–5): In market = 5.

Scoring intent (0–40 points)

• Comment on relevant post (0–15): Substantive comment = 15. "Great post" = 5.
• Engagement frequency (0–10): 3+ engagements in 7 days with relevant authors = 10.
• Recency (0–10): Within 24 hours = 10. 1–7 days = 5. Older = 0.
• Engagement type (0–5): Repost or save = 5. Like = 2.

What to do with the score

• 80+: DM today. These are your hottest leads.
• 60–79: Comment on their next engagement first, then DM.
• 40–59: Add to a slow nurture. Re-score when they next engage.
• <40: Ignore. Don't waste your AE's time.

Why threshold matters

Most teams set their threshold too low because they want pipeline volume. The right move is to set it high (70+) and trust that the funnel will fill. Quality compounds.

Saava does this scoring automatically — you set the ICP, we score every engager. Adjust the threshold in your dashboard and the list reshuffles in real time.