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Signals
6 min read
The simple points system we use to decide which accounts a rep should call today.
Signals
Most teams track signals. Few turn them into a decision. Here is the scoring model we start every client with.
Start with three signals
Hiring for the role you sell to, recent funding and repeat visits to your pricing page. Each one gets points based on how often it led to a closed deal last year.
Decay old signals
A funding round from last week matters more than one from last year. We drop points by half every 30 days so the list stays fresh.
What a good score looks like
Anything above 80 goes straight to a rep. Between 50 and 80 goes into a nurture sequence. Below 50 waits.