Grading Prospects

Prospects are graded based on profiles. Profiles use criteria that you choose to determine how good of a fit the prospect is for your company. The more criteria that a prospect matches, the better the grade.

• Guidelines for Grading Prospects
  Keep these guidelines in mind when grading prospects.
• Using Profiles to Grade Prospects
  Profiles are used to grade your prospects based on your ideal customer. Set criteria, such as location, company size, job title, and other factors, and use the information to tier your prospects. Using profiles to grade prospects has two stages: assigning the profile and then matching the criteria.
• Create a Profile for Grading
  Create profiles that fit your business needs and grading model.