In the world of B2B outbound sales, not all leads are created equal.
At Abstrakt, we believe that the quality of a lead matters just as much as quantity. That’s why we’ve developed a proprietary lead scoring framework known as the DARTS Score, an internal evaluation tool that helps our Sales Development Representatives (SDRs) push beyond standard qualification and deliver high-intent, sales-ready opportunities to our clients.
This AI-assisted scoring model is designed to enhance, not replace, the human element of our conversations. It empowers our team to dig deeper, ask smarter questions, and hand over leads that are not just a match on paper but genuinely motivated to buy.
Let’s break down what the DARTS Score is, how it works, and why it’s one of the many reasons our clients trust us to consistently deliver better leads and better growth outcomes.
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What Is the DARTS Score?
The DARTS Score is a lead quality framework built to analyze five core components of buyer intent and fit. It’s used by our internal Quality department to evaluate every appointment set by our SDRs, ensuring the opportunity is not only aligned with the client’s ideal customer profile (ICP) but also demonstrates real purchasing potential.
DARTS stands for:
- D – Desire to Meet
- A – Authority
- R – Revenue Opportunity
- T – Timeliness
- S – Size
Each element is scored individually, giving us a comprehensive picture of how strong, engaged, and sales-ready a lead truly is.
Unlike basic qualification checklists that simply confirm the right job title or industry, the DARTS Score goes deeper. It captures intent signals that can only be uncovered through meaningful conversation.
Why AI-Supported Lead Scoring Matters
There’s been a lot of noise lately about AI in sales, and some of it has been skeptical. But the truth is, when used responsibly and ethically, AI enhances human intelligence rather than replacing it. The DARTS Score is a prime example of how we combine real conversation with smart frameworks to drive better decisions and better outcomes.
This isn’t about turning sales into a numbers game. It’s about using data to elevate the quality of our outreach and deliver predictable pipeline growth for our clients.
Breaking Down the DARTS Score
Here’s how we score each category:
Field | Score | Description |
D – Desire to Meet | 2 – No Objection | Measures how open the contact is to having a meaningful conversation. |
A – Authority | 2 – Final Decision-Maker | Identifies the contact’s role in the purchasing process. |
R – Revenue Opportunity | 3 – Immediate Need | Gauges the business potential based on current needs. |
T – Timeliness | 2 – 0–6 Months | Indicates the timeline for a potential purchase. |
S – Size | 2 – Sweet Spot or Large Deal | Aligns opportunity size with the client’s ICP and goals. |
By scoring each metric, we can assign an overall lead quality rating. This gives our clients more transparency, higher confidence, and better close rates.
The Advantage of DARTS: Better Data, Better Decisions
Here’s how DARTS impacts our client results:
- Focus on high-intent leads instead of wasting time on low-probability conversations
- Optimize outbound ROI by prioritizing the right prospects, not just any prospects
- Uncover deeper insights about buyer motivation, timing, and budget alignment
- Strengthen trust between SDRs and sales teams, ensuring smoother handoffs and fewer no-shows
- Improve reporting and accountability, thanks to data-driven tracking of lead quality
This framework is especially valuable for sales leaders and marketing managers who are tired of inconsistent lead flow or vague appointment details. DARTS provides a clear, consistent, and repeatable method to evaluate opportunity strength.
More Than Just a Score, a Smarter, Scalable Sales Process
The DARTS Score is one of many systems we’ve built at Abstrakt to elevate the quality of our outbound programs. When paired with our strategic targeting, real human connection, and modern tools, including AI-powered conversation intelligence and analytics, it enables us to deliver results that scale.
Yes, we use AI to support our process. But only in ways that drive real value. Our clients aren’t buying automation. They’re buying real conversations, with real decision-makers, that lead to real deals.
Ready to Build a Smarter Pipeline?
If your sales team is struggling with an unpredictable pipeline or wasting time on unqualified leads, let’s talk.
The DARTS Score is just one example of how we go beyond traditional lead generation to deliver higher-intent, more profitable sales conversations. It’s also one of the reasons so many $10M+ companies trust us to scale their outbound programs.
Let’s build something better, one high-quality conversation at a time.
Amie Milner
With over a decade of experience growing Abstrakt from the ground up, Amie Milner brings a rare blend of grit, strategy, and frontline know-how to everything she writes. As the EVP of Marketing & Sales Enablement, she’s built one of the most successful internal sales development engines in the country—recruiting, training, and coaching SDRs (Market Development Managers) who fuel the front end of the sales funnel across hundreds of industries.
Amie’s expertise spans sales development strategy, lead generation, team enablement, outbound marketing, and building scalable systems that actually drive revenue. She’s passionate about bridging the gap between marketing and sales, empowering frontline reps, and creating processes that lead to repeatable wins.
Whether she’s unpacking appointment setting trends, sharing leadership lessons, or breaking down the outbound playbook, Amie’s content comes from the real world—tested, proven, and ready to help others scale.
