Checklist lead scoring
Evaluate in 5 minutes how aligned your teams are and whether your lead scoring system is helping—or hindering—your sales.
Every day, marketing teams generate more leads, but only a small fraction end up as real opportunities.
The difference between lead generation and conversion isn't about getting more leads, but about... knowing how to prioritize them.
This checklist allows you to diagnose your company's maturity level in the application of lead scoring and marketing-sales coordination.
Aim: that marketing and sales work with the same criteria, the same language, and a system that converts more without increasing the budget.
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Checklist lead scoring
At Rumbo & Resultados, we believe that good marketing isn't measured by the number of leads, but by the ability to convert them into real opportunities. That's why we created the Lead Scoring and Marketing-Sales Coordination Checklist, a free tool that allows you to assess where your company stands in prioritizing contacts and aligning sales and marketing teams.
This diagnostic will help you identify if your organization has a clear system of lead scoring or if you still manage contacts reactively. In just 12 questions, you can analyze your maturity in four key areas: shared structure and criteria, operational and response times, technology and monitoring and continuous improvement. Each block reflects an essential aspect of the conversion funnel and will show you what concrete steps you can take to improve the efficiency of your pipeline.
The goal of this checklist is not to evaluate tools, but to help you build a lead scoring model with measurable return. We evaluate elements such as the definition of the ICP, the speed of response to hot leads, CRM integration, and the quality of feedback between departments. You can expand your knowledge of this approach in the guide. HubSpot on lead scoring and opportunity qualification or in the article of Harvard Business Review on how to align marketing and sales for growth.
A low score indicates that your lead generation process needs a solid foundation of defined criteria and roles. An average score shows that you already apply rules or partial scoring, but without review or direct connection to sales. And if you get a high score, it means your company already manages its leads in a structured way and can move towards automation and funnel governance.
The Lead Scoring and Marketing-Sales Coordination checklist is designed to SMEs, startups, and growing sales teams who want to professionalize their lead management without relying on complex consultancies or expensive software. After completing it, you'll have access to the interactive online version, receive a personalized report, and discover which actions to prioritize to convert more leads without increasing your budget.
If you're wondering how to get marketing and sales to truly work together—prioritizing what matters, reducing friction, and accelerating deals—this checklist is your starting point. Get inspired by best practices from HubSpot and in the strategic frameworks published by Harvard Business Review, and takes the step towards a more coordinated, predictable and profitable growth model.
