Prospect Scoring

Answers one question about a cold account: is this profile ours, before anyone has spoken to them?

Everything here is readable without a conversation — what they do, who they serve, what they run. Nothing that only a call can establish belongs in this score. That is lead-scoring.

The rule that fixes most broken rubrics

Never score a dimension you already use as a stop-filter.

If geography and headcount are hard gates at the filtering step, they must not also carry points. Every surviving account passed them by definition, so those points are free, identical for everyone, and they inflate the total until the threshold stops separating anything. A rubric that spread 100 points across four dimensions where two were already gates had to be replaced for exactly this: the numbers looked discriminating and were not.

What is left after removing the gates is usually small — and that is correct. A pre-contact score built on two honest dimensions beats one built on eight where six are noise.