Fit scoring assistant
Score every account against the same written firmographic and intent criteria, so two reps reach the same answer about whether it is worth working.
Tools
6sense, ZoomInfo, Clay, Apollo.io
Outcomes
One written bar for every deal • Scores visible in the forecast review • Every disqualification carries a reason • Reps argue about evidence, not instinct
Documentation
Instruction-ready detail below
Two reps qualify the same lead differently, one works it and one discards it, and the discarded one closes three months later. This workflow applies one written criteria set to every account entering the pipeline. The criteria are firmographic facts, technology fit, and buying behaviour, each weighted by the team and kept in one place so a change is visible to everybody. Each account is scored on the same pass, and the score lands on the record next to the evidence that produced it, so a manager can see why rather than being told. Accounts below the bar are recorded as disqualified against the specific criterion they failed, which is what makes the decision reviewable six months later. Where a deal sits right on the line, the components are shown separately instead of being hidden inside a total. A human still sets the bar, overrides a score when a rep knows something the data does not, and decides what happens when the score and the judgement disagree. The score standardises the question; it does not answer it.