wORKSHEET FIvE Lead Scoring Guide, Part II Let’s take a closer look at these top 10% of prospects. Understanding which actions indicate sales readiness is an important part of setting up an effective scoring model, and your most sales-ready prospects are a great place to start. Take a group of your most qualified prospects or a deal that’s closed recently, and conduct a quick audit of their recent activities. This will give you a better idea of how heavily you should be scoring certain activities. ACTIvITIeS Of nOTe PROSPeCT One PROSPeCT TWO PROSPeCT THRee 21 / Pardot