# What Is ICP Scoring? A B2B Lead Qualification Guide | WinLead AI

An ideal customer profile (ICP) describes the kind of company your product serves well. An ICP score measures how closely a prospect matches that profile. It is not a purchase-intent score or a prediction of a closed deal.



## In this guide

- [Build the profile from customers you understand](#section-1)
- [Use inputs with traceable sources](#section-2)
- [Include exclusions as well as positive signals](#section-3)
- [Read the evidence before trusting the number](#section-4)
- [Revisit the profile using actual sales outcomes](#section-5)[All guides →](https://aihk.nailcloud.cn/en/resources/)

## Build the profile from customers you understand

Look at customers you serve well: their industries, the problems they solve and why they chose you. Translate common characteristics into checkable criteria such as location, company type, size and use case. Avoid treating unverified budget or demand as known facts.

## Use inputs with traceable sources

Company name, website, industry, region, size and public business descriptions can inform a score. Keep the source for each field. Label unknown information as missing rather than asking AI to fill the gaps with assumptions.

## Include exclusions as well as positive signals

Positive criteria identify relevant companies; exclusions remove clearly unsuitable ones. If you sell through distributors, a consumer-only retailer may be an exclusion. A high total score must not hide a failed essential condition.

## Read the evidence before trusting the number

Return to the original company website and check whether evidence is traceable and recent. Separate the source statement from the model interpretation. A high score with weak evidence belongs in manual review.

## Revisit the profile using actual sales outcomes

Review replies, useful conversations and opportunity progress with the team. Identify which criteria actually helped. Recalibrate when your product, market or customer mix changes.

Product reference: WinLead AI PRD V2.0. Roadmap goals are distinct from accepted capabilities. Real services require appropriate configuration.

[Explore the product workflow →](https://aihk.nailcloud.cn/en/product/)



## Does a higher score mean a prospect will buy?

No. Fit is only one factor. Needs, budget, timing, decision-making and conversations still determine whether an opportunity develops.

## Are scores always produced by a real AI model?

Configured credentials enable real model calls. Missing configuration or fallback may produce explicitly marked mock output. Check the result source before making an operational decision.

Source: https://aihk.nailcloud.cn/en/resources/icp-scoring/