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?
No. Any time a prospect scores five or below, don’t spend more time on them.
No. De-prioritize the prospect and spend less time and effort on them.
Yes. If you think they might still be a good fit, you could test the prospect’s commitment by assigning more homework.
Yes. You should assign homework to all your prospects. You might have missed something during the exploratory call, and the prospect could surprise you.