StartUpSelling’s Prospect Scorecard Mobile App Now Available from iTunes

Posted on

October 18th, 2011


The Prospect Scorecard offers salespeople and businesses a simple and easy way to qualify, track and rank their best prospects. Salespeople, sales managers, entrepreneurs, sole proprietors, insurance agents, realtors and other business people often refer to prospects in vague terms such as: new, warm, hot, cold, likely, qualified, etc. These terms do little to better understand a sales pipeline or convey likelihood of purchase to other members of the team. The Prospect Scorecard resolves this issue, simply, quickly and easily for any salesperson or business. Benefits include:

  • Helps you create ideal attributes to form a buyer persona
  • Creates a simple numeric system to leverage your buyer persona
  • Assigns numeric values to rank your best prospects
  • Helps you create a simple qualification acronym to determine likelihood to close
  • Ranks your prospects alphabetically, by Prospect Score and Quality Score
  • Color codes prospects into Green, Yellow and Red categories, quickly elucidating prospect status

What does your perfect client look like? Create a Prospect Scorecard to quantify your approach to prospecting and pipeline building. Some of the attributes of your ideal client might include revenue, growth rate, client type (business or consumer) and market niche. For example, are you targeting companies between $5 million and $10 million in revenue? Are your best prospects fast-growing firms like those found on the Inc. 500 list? Are you selling to consumers? If you’re selling to consumers, are they high net worth prospects, middle income, younger or older? Are your prospects in a specific niche market such as banking, insurance, biotech, plumbing, consulting, education, etc.? Create a Prospect Scorecard with your ideal attributes and a customized qualification abbreviation to help you determine if you are selling to an in-profile prospect.

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