Opportunity is derived from the discovery findings with no extra questions: how much leaks, how many core capabilities are missing, how badly the money paths break, and how big the business is. Readiness is observed: nine signals a rep can judge from how the call went, across motivation, ability and engagement, each scored from minus three to plus three so a bad answer can genuinely sink a deal.
Also called: lead score · will they buy · qualification score · opportunity vs readiness
- 1The two scores are computed separately and never blended
- 2The pair produces a verdict: high/high is a close, high/low is a nurture, low/high is a quick small win, low/low is a park
- 3Attitude toward the business gets its own signal because it predicts outcomes better than pain does
- 4Negative signal options are real, not just weaker positives
Collapsing a prospect into a single score out of a hundred throws away the only useful thing in the assessment: how much value is available and how ready they are to act are different questions with different answers. High value with high readiness, high value with low readiness, low with high, low with low — those are four genuinely different next actions, and one number cannot carry them. The two axes are scored independently and never averaged. Growth posture weighs heavily for a reason: an owner actively trying to scale buys infrastructure, and an owner who is content buys nothing, however much they are losing.
- Single-number lead scores that hide which action to take
- Chasing the loudest problem instead of the best deal
- Qualification that ignores whether an owner wants to grow
See it on your own jobs
Twenty minutes, your numbers, no slide deck. We’ll build one of your real buildings in front of you and send you the estimate link at the end — yours to keep either way.
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