--- title: "ICP Lead Scoring Tool: Score Your Prospect List | Skipcall" description: "Drop a CSV or Excel file: every prospect gets an ICP score out of 100, an A to D tier and the reason why. Free lead scoring, your file is never uploaded." url: https://skipcall.io/en/tools/icp-lead-scoring language: en --- [Free tools](https://skipcall.io/en/tools) # ICP lead scoring for your whole prospect list Drop your CSV or Excel export, pick what you sell and fine-tune your ideal customer profile. Every row gets a score out of 100, an A, B, C or D tier and a plain-English reason, with data completeness shown separately. Your best-fit accounts at the top Your prospect list A CSV or Excel export from your CRM or prospecting tool, or a pasted list with a header row. Job title, company size, industry and country are read in seven languages. Your file never leaves your browser. How to check ## What is ICP scoring? Your **ICP** (ideal customer profile) describes the company and the person your offer helps most: an industry, a size, a region, a function and a level of authority. **ICP scoring** rates every row of a prospect list on how closely it matches that profile. It is also called a fit score, and it is the first building block of lead scoring. In practice, each criterion is worth points, weighted by how much it matters to you. A VP Sales at a 120-person software company in a country you serve ticks every box and scores close to 100; a bookkeeper at a five-person construction firm does not. The A, B, C or D tier that follows is how you slice the list: A first, D out of the campaign or parked for later. ## Fit, intent, reachability: three scores you should not mix Complete lead scoring looks at three different questions. Adding them into one number blurs the decision: a perfect-fit prospect you cannot reach and an average one who just raised money are not handled the same way. This tool only computes the first one. | Score | The question | The data | Where to measure it | | - | - | - | - | | Fit (ICP) | Does this account and this person look like my best customers? | Function, seniority, company size, industry, country | This tool | | Intent | Do they have a reason to buy now? | Funding round, hiring, new leader in the role, website visits | [Buying signals for cold calling](https://skipcall.io/en/blog/buying-signals-call-list) | | Reachability | Can I get them on the phone? | Mobile, direct line or switchboard | [Direct Dial vs Switchboard Checker](https://skipcall.io/en/tools/direct-dial-checker) | Once the list is sorted by fit, reachability sets the order inside a call session, and qualification happens on the call itself, with a BANT or MEDDIC scorecard. ## How to build your ICP in five steps A score is only as good as the profile behind it. Here is the method the starting profiles in this tool follow. 1. 1 ### Start from your best customers, not your wish list List the customers who signed fast, stayed long and pay well. What they have in common (industry, size, country, who signed) is your ICP. A dream profile that no customer confirms produces a score that predicts nothing. 2. 2 ### Separate the account from the person Size, industry and country describe the company; function and seniority describe the contact. A good account with the wrong contact can be fixed by asking who owns the topic. The reverse rarely works. 3. 3 ### Write your knock-outs separately Competitors, current customers, countries you don’t sell in, interns: these are not fewer points, they are rows to pull out of the campaign. Folding them into the score lets a well-rated competitor slip through. 4. 4 ### Weight what actually makes deals close If company size decides everything (software that only pays off above 200 seats), give it the biggest weight. If the buyer is always the same role, function weighs more. The starting profiles use reasonable assumptions: adjust them. 5. 5 ### Check against your results After a few weeks of calls, compare the meeting rate of tiers A, B, C and D. If C converts as well as A, a criterion matters less than you thought: lower its weight or tighten the target. ## How the tool computes the score Six steps, run in your browser, on every row. 1. 1 ### Reading the columns Headers are recognized in seven languages: Title, Poste, Funktion, Cargo, Ruolo, Functie, Função for the job title; Employees, Effectif, Mitarbeiter, Empleados, Dipendenti, Medewerkers, Funcionários for size; Industry, Secteur, Branche, Settore; Country, Pays, Land, País. A Seniority or Department column (Apollo, Sales Navigator exports) is used as a fallback. You can reassign any column. 2. 2 ### Job titles A dictionary of more than a thousand expressions maps each title to a function (sales, marketing, leadership, HR, finance, tech, procurement, operations, customer success, product, legal) and a seniority level. It reads abbreviations (CEO, VP Sales, CRO, SDR, AE, PDG, DAF, GF), gender markers (m/w/d, H/F) and avoids the classic traps: an Account Manager is a sales rep, not a manager; a Business Developer is not a software developer; an assistant to the CEO is not the CEO. 3. 3 ### Company size Ranges are read however they are written: 51-200, 201–500 Mitarbeiter, 1 001 à 5 000, 10k+, 10,001+, More than 500, or a plain number. Inside your target range: full points. A neighboring range (down to half your minimum or up to double your maximum): half. 4. 4 ### Industry and country The industry is mapped to about twenty families from the LinkedIn or Apollo taxonomy, or free text in seven languages. The country is read as a name, an ISO code or inside a location (“Austin, Texas, United States”); if missing, it is inferred from an international dialing code or a country web domain, and flagged as inferred. 5. 5 ### Seniority and weights Each criterion counts for its weight, scaled to 100. Seniority gets full points inside your target, half if it is one level above (a director when you target managers), zero below. 6. 6 ### Score, completeness and tiers The score is computed on the criteria your file fills in: a missing company size costs nothing, it lowers completeness, shown next to it. Tier A from 80, B from 60, C from 40, D below. Under 60% completeness, the tier is provisional: fill in the gaps before you trust it. ### Worked example: a row with missing data Kevin, CEO & Founder at Ledgerly, in the example file, scored with the B2B SaaS profile (function 30, seniority 25, size 20, industry 15, country 10). The file gives neither the company size, nor the industry, nor the country. | Criterion | What the file says | Points | | - | - | - | | Function | Leadership (CEO) | 30 of 30 | | Seniority | C-level, owner | 25 of 25 | | Company size | missing | not counted | | Industry | missing | not counted | | Country | missing | not counted | | Points that could be checked: 55 of 55 | | | Score: 55 ÷ 55 × 100 = 100, with 55% completeness. The A tier is therefore provisional: the right person, in a company you still have to check. Counting missing data as zero would have given 55, a C tier, as if he were a poor fit. ## The same job title in seven languages International lists mix languages. These are some of the titles the tool reads as the same function and seniority level. | Function and seniority | French | English | Spanish | Italian | German | Dutch | Portuguese | | - | - | - | - | - | - | - | - | | LeadershipC-level, owner | PDG, Directeur général | CEO, Managing Director | Director general, Consejero delegado | Amministratore delegato | Geschäftsführer | Algemeen directeur | Diretor-geral | | SalesVP, director | Directeur commercial | Sales Director, VP Sales | Director comercial | Direttore commerciale | Vertriebsdirektor | Commercieel directeur | Diretor comercial | | SalesHead, manager | Responsable commercial | Head of Sales, Sales Manager | Jefe de ventas | Responsabile commerciale | Vertriebsleiter, Leiter Vertrieb | Hoofd verkoop, Verkoopleider | Gerente comercial | | SalesIndividual contributor | Commercial, Business developer | Account Executive, SDR | Ejecutivo de cuentas | Agente di commercio | Vertriebsmitarbeiter, Außendienstmitarbeiter | Accountmanager, Verkoper | Executivo de contas, Vendedor | | MarketingHead, manager | Responsable marketing | Marketing Manager, Head of Growth | Responsable de marketing | Responsabile marketing | Marketingleiter | Marketingmanager | Gerente de marketing | | HRVP, director | DRH, Directrice des ressources humaines | HR Director | Director de recursos humanos | Direttore risorse umane | Personaldirektor | HR-directeur | Diretor de recursos humanos | | FinanceVP, director | DAF, Directeur financier | Finance Director | Director financiero | Direttore finanziario | Finanzdirektor | Financieel directeur | Diretor financeiro | | Tech & ITVP, director | DSI, Directeur informatique | IT Director | Director de sistemas | Direttore sistemi informativi | IT-Direktor | IT-directeur | Diretor de TI | | ProcurementIndividual contributor | Acheteur | Buyer | Comprador | Addetto acquisti | Einkäufer | Inkoper | Comprador | | SalesIntern, apprentice, assistant | Stagiaire commercial, Commercial en alternance | Sales Intern | Becario comercial | Stagista commerciale | Werkstudent Vertrieb, Praktikant Vertrieb | Stagiair verkoop | Estagiário comercial | ## What to do with each tier The tier is a decision, not a grade: it tells you where each row goes next. - ### ATier A: top priority, personalized approach They look like your best customers. Prepare an opener about their industry and role, check the number (mobile or direct line) and put them at the start of the call session. - ### BTier B: your standard cadence One criterion is missing or slightly off: a good target for a regular sequence, call then email. Read the reason: a B “one level above target” is often the right account with a contact who is too senior; ask who owns the topic. - ### CTier C: later, or another channel Not worth a call today. Keep them for an email campaign, content, or the day a buying signal moves them up. - ### DTier D: off-target You don’t have to delete them, but take them out of the campaign. If most of your list is D, the list is the problem, not the reps. - ### ?Provisional tiers: complete them first A provisional A is a strong profile with the size, industry or country missing. Fill in those fields (CRM, company website, enrichment) before calling: the tier may drop. ## Common mistakes - ### Targeting everyone Ticking every function and every industry gives you A-tiers everywhere and sorts nothing. A good ICP excludes more than it includes. - ### Treating missing data as a bad fit A row without a headcount is not a small company. That is why the tool scores on the data present and shows completeness separately. - ### Forgetting the knock-outs A well-scored competitor or current customer ends up in the sequence. Paste their domains once and save the profile for next time. - ### Taking job titles at face value “Head of” means director in some companies and team lead in others; “Partner” is an owner at a law firm and a channel role at a software vendor. Classify the ambiguous titles of your market in the panel: the rule then applies to every file. - ### Scoring once and for all People change jobs and companies grow: a six-month-old list deserves a cleanup and a fresh score before the next campaign. - ### Never checking the model If your meetings come from C-tier rows as often as from A-tier ones, the weights do not reflect reality. Adjust them, then rescore. ## Keep going Tools and guides for the steps before and after the score. - [Direct Dial vs Switchboard Checker Mobile, direct line or switchboard: how reachable each contact is, and the call order.](https://skipcall.io/en/tools/direct-dial-checker) - [Contact CSV Cleaner Delimiter, accents, columns, duplicates: repair the export before scoring it.](https://skipcall.io/en/tools/csv-cleaner) - [Waterfall Enrichment Merger Several providers, one file, the best number per contact.](https://skipcall.io/en/tools/waterfall-enrichment-merger) - [B2B Data Decay Calculator How many rows of your list have probably changed since the export.](https://skipcall.io/en/tools/b2b-data-decay-calculator) - [BANT & MEDDIC Qualification Scorecard On the call: budget, authority, need, timing, scored live.](https://skipcall.io/en/tools/sales-qualification-scorecard) - [From buying signals to today’s call list The signals that justify a call now, and how to combine them with fit.](https://skipcall.io/en/blog/buying-signals-call-list) - [B2B lead lists for cold calling Where calling data comes from, what to check before buying, how to score a list.](https://skipcall.io/en/blog/b2b-lead-lists-for-cold-calling) - [The complete lead qualification guide Frameworks, process and scorecards for B2B qualification.](https://skipcall.io/en/blog/lead-qualification-guide) ## How to check your file never leaves your browser The file is read and scored by code running in your browser. Names, companies and job titles are sent neither to Skipcall nor to anyone else, and nothing is stored, not even in the browser’s local storage. The simplest test: once the page has loaded, turn off your connection, then drop a CSV file. Scoring still works. (The Excel reader loads only when you first open an .xlsx file: open one once before going offline.) The share link only carries the profile (criteria, weights, competitor domains), never a row of your file or your customer list. In your browser’s Network tab you will see the site’s analytics tools, as on all our pages. None of them receives your list: the tool area is excluded from session recording, and the only events counted are the action (example, file, paste, export) and a size bracket such as “100 to 1,000 rows.” ## A calendar full of meetings starts with a call. [Get started now](https://app.skipcall.io/signup) [Book a demo](https://skipcall.io/en/demo) **No commitment** · Number live in 2 minutes ## Frequently asked questions **What is an ICP score?** An ICP score rates how closely a prospect matches your ideal customer profile: the right function and seniority, in a company of the right size, industry and country. Here it is a number out of 100 with an A to D tier and the reasons, computed row by row on your own list. **What is the difference between ICP scoring and lead scoring?** ICP scoring measures fit: does this account look like your best customers? Lead scoring usually adds intent and engagement on top (website visits, email clicks, buying signals). Fit tells you who deserves effort at all; intent tells you when. Keep them as separate scores rather than one blended number. **How do I define my ICP criteria?** Start from your best existing customers: the ones who signed fast, stay and pay well. Note their industry, size, country and the role of the person who signed. Those shared traits are your criteria. Then add knock-outs (competitors, current customers, countries you don’t serve) as exclusions rather than points. **How should I weight the criteria?** Give the biggest weight to the criterion that most often decides a deal in your market. The starting profiles split 100 points across function, seniority, size, industry and country, for example 30, 25, 20, 15 and 10 for B2B SaaS. Compare meeting rates by tier after a few weeks and adjust. **What happens when a column or a value is missing?** The criterion is left out of that row’s score instead of counting as zero, and the row’s completeness drops. A CEO in your target function with no size, industry or country earns 55 of the 55 points that can be checked: score 100, completeness 55%. Tiers obtained with less than 60% completeness are marked provisional, so a promising row with no headcount is flagged for enrichment rather than buried. **What is a good ICP score?** Here, tier A starts at 80 out of 100, B at 60 and C at 40. A good list is not one full of A tiers, it is one whose A tiers really look like your customers. After a few weeks of calls, compare meeting rates by tier: if A rows do not convert better than B rows, tighten the profile. **How do I import the scored file into my CRM?** Export to Excel or CSV: your original columns stay untouched and the columns added in front (ICP score, ICP tier, provisional tier, reasons) map to CRM properties. Create an “ICP tier” dropdown property with A, B, C, D, Excluded and Not scored, then import while keeping the email column or the record ID. In HubSpot, Salesforce or Pipedrive, that key is what lets the import update existing records instead of creating duplicates; check the deduplication option at import time. **Which job titles and languages does it recognize?** Titles in French, English, Spanish, Italian, German, Dutch and Portuguese, including abbreviations (CEO, CFO, CRO, VP Sales, SDR, BDR, AE, PDG, DAF, DRH, GF), German compounds (Vertriebsleiter, Einkaufsleiterin) and gender markers. Anything it cannot classify appears in a panel where you sort it in one click. **Can I reuse my profile and rules next time?** Yes. Save the profile and your learned rules as a small JSON file and load it with your next list. You can also copy a link that carries the profile (criteria, weights, competitors) to share it with your team; the link never contains your file or your customer list. **Is my file uploaded anywhere?** No. Reading and scoring run entirely in your browser; nothing is sent or stored. You can turn off your connection after the page loads and a CSV file is still scored.