GLOSSARY · DEFINITION
Signal Scoring
Ranking accounts by observable evidence that they need you now, instead of by instinct or list order.
Signal scoring turns raw observations — hiring, expansion, technology changes, filings — into a ranked queue a rep can work top-down. A scored queue answers the two questions volume outreach never asks: who should we call first, and why now. Paired with customer suppression, it is the routing layer of a governed revenue system.