A threshold decides when a lead moves from marketing to sales. On a 100-point model, many B2B teams set the sales handoff somewhere between 75 and 100 points. Here's why, and how to set yours.
Typical thresholds on a 100-point scale
| Score | Status | Action |
|---|---|---|
| 0–39 | Cold | Nurture or ignore |
| 40–59 | Warm | Nurture, light personal touch |
| 60–74 | MQL | Marketing qualified; SDR review |
| 75–100 | SQL / handoff | Sales contacts within 24 hours |
Why 75+ is common
Around 75 points usually means a lead has both good fit and meaningful engagement (e.g. strong ICP match plus a reply or demo request). Lower thresholds flood sales; higher ones delay hot leads.
How to set your own threshold
- Score your last 100 leads retroactively.
- Find the score above which most wins sit.
- Set the handoff just below that.
- Check weekly: is sales accepting most handed-off leads?
Fast-track rules
Some actions skip the score entirely: demo or quote requests, replies saying "interested", or calls. Route these to sales immediately.
What a good handoff includes
- Score breakdown (fit vs engagement)
- Source and campaign
- Key actions and dates
- Notes on the need
- Suggested next step
Build the model first: B2B lead scoring criteria.
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Frequently asked questions
What is a good lead scoring threshold?
On a 100-point scale, many B2B teams hand off between 75 and 100 points, but the right number comes from where your historical wins cluster.
Should demo requests bypass lead scoring?
Yes. Explicit buying actions like demo or quote requests should go straight to sales regardless of score.