wORKSHEET TwO Building Your Model, Part II Your scoring and grading model can (and should) always be improved upon. Once you’ve established a system, revisit it regularly to make sure you’re effectively qualifying incoming leads and passing them off at the right moment. Set a time to sit down with your sales team and discuss the following questions: Have you noticed an increase in the number of qualified leads since implementing the new scoring and grading model? Discuss your current quality of leads. Any common characteristics that can be used to further weed out unqualified or non- sales-ready leads? Discuss a recently closed deal. What actions indicated the lead was intending to buy and ready to talk? 17 / Pardot