Hi I have overall 28 years’ experience and have set up the entire sales processes including lead identification and qualification for IT and SaaS companies. Here are few points 1.Know your ideal customer: what type of company is the best fit (industry, size, location, tools they use). 2 Check the basics first: do they match your target profile? 3 Look for buying signals: visiting your pricing page, downloading a case study, opening your emails. 4.Talk to sales often: see which leads convert and refine your scoring. 5. Keep it simple: start with A/B/C categories instead of a complex system. Tech stack can range from simple tools to advanced. Hubspot, and Salesforce offer wide range of features, but they have a cost angle to it. At the end, it is about matching the right kind of company with the right level of interest. Happy to get into a call to discuss more details