3. In addition to scores, you can create grades. Grades measure the value of a lead or account based on whether they’re a good fit for your If a prospect falls within product. They also measure how interested you the desired criteria: should be in a prospect. Every lead or account is assigned a grade (usually, Company size + A, B, C, D). The lead gains parts of a letter grade 2/3 of a letter for positive factors (revenue, headcount, region) Industry and loses parts of a letter grade for negative factors. + 2/3 of a letter Pro tip Grades help you prioritize which companies are a fit for your products and help the sales team prioritize Location + AI tools can help create a rubric in-bound leads. 2/3 of a letter for scoring and grading leads. Job title If trained on a vast data set, AI Together, a score and a grade can reveal the + complete picture of lead quality. Creating a rubric one full letter can apply wise insight that might for your scores and grades is more art than science. Department otherwise take years to accumulate. It takes experimentation and guesswork. + Predictive AI also removes the 2/3 of a letter need to revisit scoring and grading Yours will never be perfect, but that doesn’t mean models, since the AI system creates they can’t be useful. Whatever assumptions you make the model. about why you chose the grades and scores you did, write them down and revisit them quarterly.