Answer first
A practical scoring model that separates fit, observed behavior, and declared readiness. The useful unit is the complete operating path, not one isolated feature. Define the trigger, context, route, sequence, exit, handoff, and measurement before comparing secondary capabilities.
Three-part scoring model
| Score | Measures | Useful inputs | Main risk |
|---|---|---|---|
| Fit score | Whether the lead resembles the target account or buyer | Role, company size, industry, geography, use case | Confusing firmographic similarity with intent |
| Behavior score | What the lead has done | Visits, clicks, product events, repeat sessions, content use | Rewarding noisy activity that has no buying meaning |
| Assessment score | What the lead declares and how answers combine | Goals, process, challenge, urgency, readiness, weighted answers | Using a score that does not change the route |
A practical formula
Sales readiness can combine fit, declared readiness, and meaningful behavior. For example: readiness score = 35 percent fit + 40 percent assessment + 25 percent behavior. The weights must reflect the buying process, not a generic template.
Separate score from action
A score is not the decision. Define the route attached to each range. High might create a sales task and booking path. Medium might enter a two-week educational sequence and branch on a relevant click. Low might receive a self-serve resource and remain suppressed from sales alerts.
How to use this guide
- Name the business outcome and the event that starts the path.
- Mark the system that owns each piece of context.
- Write the conditions that change timing, message, route, or next step.
- Define every exit before building messages.
- Test the two handoffs most likely to lose context.
- Record the plan, date, source, expected result, and actual result.
Evidence boundary
This guide uses current public product documentation and the publication's evaluation model. It does not claim a hands-on product test unless a dated record is labeled Workflow tested.