Lead Scoring Model Development Questions

Designing and optimizing lead scoring models to prioritize sales and marketing efforts. Covers explicit scoring based on direct actions such as form submissions and email interactions, and implicit scoring derived from firmographic, demographic, behavioral, and engagement features. Topics include feature selection and engineering, model selection and complexity trade offs, calibration and interpretability, evaluation against business outcomes such as conversion and pipeline influence, and offline and online validation strategies. Also covers operational considerations such as refresh cadence and when to re score leads, handling class imbalance and sampling, monitoring model drift and performance decay, experiment design for score thresholds, and communicating scoring logic and uncertainty to sales and marketing stakeholders to enable trust and actionability.