1 min lesson
Closing the loop
Start at the first move in "Closing the loop" and carry it through to the proof.
Step 1 of 2
Closing the loop
A scoring model that never sees what happened next slowly drifts from reality. Feed outcomes back so the thresholds stay honest.
- 1Capture outcomes. Join won/lost, meeting-booked and post-sale expansion back to the score each lead had at routing time.
- 2Measure the bands. If the 40-74 nurture band converts as well as the 75+ band, your threshold is mis-set, not your reps.
- 3Re-weight. Adjust point values (or retrain) on what actually predicted revenue and version the change so you can compare before and after.
- 4Watch for drift. A signal that predicted fit last quarter can decay; re-check periodically rather than setting it and forgetting it.
If asked to "design a lead score," don't list features and stop. Name the three signal families, weight product usage heavily for a PLG product, separate disqualification from low scores and finish with the feedback loop that keeps thresholds calibrated. The loop is what separates a scoring system from a one-time scoring spreadsheet.
Learn more
Optional practice
Practice: Closing the loop
QA 4,000-person enterprise scores 80 on firmographics but has one dormant seat. A 6-person startup scores 45 on firmographics but has 25 developers running the agent daily. For Cursor's PLG motion, how should your model treat them?