You wrap up an exploratory call with a prospect and after going through CGP, TCI, and BA, you give them a score of 5 out of 10 (10 being the highest). You decide to assign the prospect more homework to see if they’re committed to inbound. Is this a good decision?

  • Any time a prospect scores five or below, don’t spend more time on them.
  • De-prioritize the prospect and spend less time and effort on them.
  • If you think they might still be a good fit, you could test the prospect’s commitment by assigning more homework.
  • You should assign homework to all your prospects. You might have missed something during the exploratory call, and the prospect could surprise you.

The correct answer is:

  • If you think they might still be a good fit, you could test the prospect’s commitment by assigning more homework.

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