Priority Scores

Priority Scores are quantitative measures that indicate how much emphasis a company places on specific business initiatives based on the frequency and prominence of mentions across their strategic communications.

​

What Are Priority Scores?

Priority Scores represent the relative importance companies place on key business themes:

• High Scores (81+): Frequently mentioned, prominently featured initiatives
• Medium Scores (60-80): Regularly discussed, moderate emphasis areas
• Low Scores (0-59): Occasionally mentioned, lower priority topics
• Zero Scores (0): Not mentioned or not relevant to the company

​

Priority Categories Measured

​

Why Priority Scores Matter for Sales

​

Quantified Relevance

Priority Scores help you:

• Objectively measure alignment between your solution and their focus areas
• Prioritize accounts based on strategic fit rather than just company size
• Identify which value propositions will resonate most strongly
• Compare relative importance of different initiatives within the same account

​

Account Prioritization

Use Priority Scores to:

• Rank prospects by strategic alignment with your solution
• Focus sales efforts on accounts with high-scoring relevant initiatives
• Customize messaging based on their highest-priority areas
• Allocate territory resources to best-fit opportunities

​

How to Use Priority Scores

​

Account Qualification

​

Sales Conversations

• High Priority (8-10): “I noticed digital transformation is a major focus for you…”
• Medium Priority (5-7): “Along with your other initiatives, how important is cost reduction?”
• Low Priority (1-4): Acknowledge but don’t lead with these areas
• Zero Priority (0): Avoid focusing on these areas unless they emerge in discovery

​

Competitive Positioning

• Emphasize areas where you have high scores and competitors likely have lower scores
• De-emphasize areas where you have low scores even if they’re high priority for the account
• Create urgency around high-scoring initiatives with time sensitivity
• Build business cases around their highest-priority initiatives

​

Best Practices

1. Lead with High Scores: Focus messaging on their highest-priority initiatives
2. Validate Assumptions: Use scores to guide questions, not make statements
3. Compare Competitors: Look at priority scores across peer companies
4. Track Changes: Monitor how priority scores evolve over time

​

Interpreting Priority Scores

​

Score Ranges

• 9-10: Core strategic imperatives, board-level priorities, significant investment
• 7-8: Important initiatives, regular executive attention, allocated resources
• 5-6: Standard business priorities, moderate emphasis, ongoing attention
• 3-4: Emerging or declining priorities, limited mention, minimal focus
• 1-2: Minimal priority, rare mentions, likely not actively pursued
• 0: Not mentioned or not applicable to their business model

​

Contextual Factors

• Industry Trends: Some priorities may be industry-standard rather than company-specific
• Company Size: Larger companies may show more diverse priority distributions
• Market Conditions: Economic factors may influence priority emphasis
• Leadership Changes: New executives may shift priority focus areas

​

Integration with Sales Process

Priority Scores enhance your sales approach by:

• Lead Qualification: Score prospects based on strategic alignment
• Message Customization: Tailor outreach to their highest priorities
• Discovery Focus: Concentrate questions on high-scoring initiative areas
• Proposal Structure: Organize proposals around their priority rankings
• ROI Calculation: Weight business case elements by their priority scores

​

Quick Actions