GTM/Marketing
B2B Lead Scoring Calculator
Apply BANT or CHAMP frameworks to quantify prospect readiness. Ensure sales reps spend time on leads that will actually close.
What this calculator does
The B2B Lead Scoring Calculator rank inbound leads to prioritize sales outreach, then compares your result against operator benchmarks (Hot: >80 (Immediate action). Warm: 50-80 (Nurture).). Enter your numbers below and you'll get a result, a benchmark band, and a plain-English interpretation in under two minutes.
BANT Scoring (0-25 each)
Score each BANT criterion from 0 (not qualified) to 25 (fully qualified).
Lead Score
Total Score
80
out of 100
Lead Tier
Hot
Sales Contact Immediate
Recommended Action
Hot lead, immediate sales contact required. This lead shows strong qualification across all BANT criteria. Route to your best available rep and aim for contact within 5 minutes. Every hour of delay reduces conversion probability.
Score Breakdown
Formula
Score = Sum of criteria points (Budget, Authority, Need, Timeline)Benchmarks: Hot: >80 (Immediate action). Warm: 50-80 (Nurture).
Sources: OpenView 2024 SaaS Benchmarks, ChartMogul Retention Reports, ProfitWell Pricing Studies, and Pressense operator data.
Frequently asked questions
BANT vs CHAMP, which should I use?
BANT (Budget, Authority, Need, Timeline) is seller-centric and works in well-defined buying processes. CHAMP (Challenges, Authority, Money, Prioritization) leads with the prospect's pain and works better for consultative sales and modern PLG-influenced buyers.
When should marketing pass a lead to sales?
When the lead crosses the agreed MQL threshold (fit + intent). The exact score depends on your pipeline conversion math, calibrate it backwards from the close rate you need, not by gut feel.
What's the cost of bad lead scoring?
Reps waste cycles on cold leads, hot leads cool while waiting, and the funnel quietly leaks revenue. The single most powerful lever in B2B sales is response time, getting a hot lead to a rep within 5 minutes can lift conversion 5-10x vs. 24 hours.
About this calculator
Built and reviewed by the Pressense team, a strategy and systems partner working with B2B SaaS operators on unit economics, retention, GTM, and positioning. Every calculator in this library uses public benchmarks from OpenView, ChartMogul, ProfitWell, and KeyBanc, supplemented with anonymised data from the operators we partner with.