How do I score contacts as well as accounts?
A great account still needs the right person. Score contacts by role and buying power, not just title text.
Score contacts by how likely each person is to influence or make the buying decision, using role, seniority, and function, so a high-fit account is paired with the right human to call rather than any contact who happens to be in the CRM. Account fit gets you the door, and contact fit gets you the meeting.
This guide covers scoring people. For scoring the account itself, see how do I build a Fit Score.
Why is account score not enough?
A perfect-fit account is worthless if the only contact you have is a summer intern. Contact scoring ranks the people so reps spend time on the decision maker or a credible champion, not a dead-end record.
What makes a high-value contact?
Role and function relative to what you sell, seniority, tenure, and signals of influence. Contact scoring is largely a social and web problem, the buyer barely appears in registries, so the signal comes from LinkedIn, title, seniority, tenure, and what a person posts, from the company website team, leadership, and about pages, and from your own engagement and relationship history, who has replied, met, or championed before. News and press add leadership announcements and new hires. In healthcare the decision often sits with an operations, clinical, or finance leader depending on your product, so the model should reflect who actually buys your category.
| Contact tier | Signals | Action |
|---|---|---|
| Decision maker | Owns budget for your category, senior | Lead outreach here |
| Champion | Influences the decision, credible internally | Build the case with them |
| Low priority | Wrong function or junior | Do not lead with them |
How do contact and account scores work together?
Use them as a pair. Work high-fit accounts, and within them reach the highest-scoring contacts first. SignalRx builds the contact ranking primarily from LinkedIn, the company website's leadership and about pages, and your own engagement and relationship history, with news and press flagging leadership changes, and writes both the account Fit Score and the contact ranking onto the records in Salesforce, your system of record, so routing and outreach read them together. What makes the scores dependable is that they combine that external signal with your own internal data, your revenue, support, and product-usage data tracked over time, with inference deciding which source to trust when they disagree, so the resulting scores and Tags become Revenue Plays and Salesforce lists your reps act on.
What does this look like on one account?
Illustrative, based on how SignalRx customers work. Pinnacle Women's Health is a physician-owned group, 8 locations, specialty OB-GYN, scored High Fit at 83 with a health tier of Maintain. Among its contacts, the VP of Operations, whose LinkedIn shows a multi-site operations remit and three years in seat, scores as the decision maker, and a regional clinical director as a champion, so the rep leads with Operations and builds the case with the director rather than starting cold with a scheduling coordinator.
Key takeaways
- Account fit opens the door; contact fit gets the meeting.
- Score contacts from LinkedIn, website leadership pages, and your engagement history, by role, seniority, tenure, and influence.
- Pair the two scores to reach the right person at the right account.
See it in action: Close Better Leads with SignalRx.
Related: How do I build a Fit Score? and How do I route leads by score?
Want any of these running on your data?
Frequently Asked Questions
.svg)
.avif)