2. With your list complete, add a points score against 3. Choose your scoring threshold. each of the actions. This is the score a prospect must meet to be deemed ‘sales-ready. ’ You might like to using the following as a guide (but consider the Most people start with 100 as it’s a round and easy number. best scores for your sales cycle and audience!): My scoring threshold is: _____________________________________________ +1, +3, +15, +20, +25, +40, +100 4. Now, as we did in the grading system, we need to also Action Score consider how points might decrease over time, to ensure we’re only contacting those most interested in us and likely to convert. Fill out the below table with any actions that might indicate a lead is going/has gone ‘cold’: Action Score deduction 8 marcloudconsulting.com