Article
Refine scoring criteria
Update your qualification criteria based on which discovery calls actually turned into closed deals over the last quarter.
Summary
This lesson helps you refine the criteria you use to decide whether a prospect is qualified. You will learn how to review your current scoring, identify which criteria actually predict closed deals, and adjust your scoring model to improve pipeline quality.
Qualification criteria should evolve as you learn more about what makes a good customer. This chapter shows you how to compare your current scoring model against recent closed-won and closed-lost data. You will identify which qualification signals actually predict success and which ones are noise, then update your criteria so your team focuses on the prospects most likely to convert.