SALES LEAD SCORING EXAMPLE

© 2011, Michael A. Brown

 

Seven rated elements, scored from -1 to +4

 

Significance

Mission critical 4, Cash flow 3, General upgrade 2, Info 1

 

Consideration status

“Go” team in place 4, In works 3, Planning 2, Forecast 1

 

Level of contact

Real deal 4, 1st influence 3, Participant 2, Info 1, Unknown 0

 

How many competitors, including in-house

None, 4 [1], 3 [2 or 3], 2 [4 or 5], 1 6 up, zero

 

Decision \ purchase in

1 mo, 4 2-3 mo, 3 3-6 mo, 2 6-12 mo, 1 12 up, zero

 

Budget status

Funded 4, In works 3, Reallocate 2, Iffy 1, None 0, Chap 11 -1

 

Release threshold 20 of 28

 

Division sales up 31% in the following quarter

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