Engagement-Weighted Scoring

Stage-based scoring tells you where the deal is. Engagement scoring tells you whether it is alive. A deal in "evaluation" with three meetings in the last week, the technical lead requesting a sandbox, and the champion forwarding your materials internally has a fundamentally different probability than a deal in "evaluation" with no meetings in fourteen days and the last email unanswered. Same stage. Different engagement. Different score. The engagement layer captures what the stage alone cannot: momentum.

Engagement signals have a hierarchy. Not every interaction carries equal weight. An inbound meeting request from a new stakeholder is worth more than an email open. A technical deep-dive session is worth more than a marketing webinar attendance. A champion sharing your materials internally — detectable through document analytics — is worth more than all of the above combined. Weight the signals by their historical correlation with deal closure. The model learns which engagement patterns predict deals and which are noise.