⚖️
Reality #13 👥 Customer Pillar
Value-First Scoring
"Scoring for Mutual Value"
*
Core Principle
Score relationships for mutual value potential, not just likelihood to purchase.
The Shift
✕ FROM
Lead scoring (how likely to buy from us?)
✓ TO
Value scoring (how much value can we create together?)
Key Practices
1
Score for fit, not just intent
2
Recognize readiness, not just activity
3
Include value delivered, not just value extracted
4
Support natural progression, not forced advancement