What is Propensity to Buy Scoring?
Prospectory Propensity to Buy (P2B) is an account-level weighted score built from five research factors and their reviewable explanations.
Understanding Propensity to Buy Scoring
Prospectory P2B reviews current solution and workflow maturity, business gaps, growth indicators, competitive landscape, and market timing. Each factor receives a score, a reviewable explanation, and available source context. The factor scores are combined into a weighted account score and a high, medium, or low classification.
Use P2B as a consistent account-research summary. Check the available evidence, correct missing or stale inputs, and compare later CRM outcomes by score band to decide how much weight the score should carry in your sales process.
How Prospectory Uses Propensity to Buy Scoring
Prospectory applies its current published weights to five account factors: solution and workflow maturity, business gaps, growth indicators, competitive landscape, and market timing. Each factor includes a score, a reviewable explanation, and available source context.
Sellers can inspect the evidence before choosing an action. Teams can compare later outcomes across high, medium, and low bands. CRM outcomes help evaluate the bands and do not train the current P2B model.
Frequently Asked Questions
How is Propensity to Buy scoring different from traditional lead scoring?
Traditional lead scoring often assigns points to individual contact attributes or activities. Prospectory P2B evaluates five company-level factors with defined weights and keeps a reviewable explanation with each factor. Sellers can inspect the explanation and available source context before acting.
What data inputs are needed to build a P2B scoring model?
Prospectory P2B needs evidence for the account's current solution and workflow maturity, business gaps, growth indicators, competitive landscape, and market timing. Source quality and recency matter more than collecting the largest possible number of fields.
How often should P2B scores be updated?
Review or refresh the Account Intelligence record when material company evidence changes. Check the source date before using a score, especially when the decision depends on timing, contracts, hiring, or other changing conditions.
Can P2B scoring work for companies without a lot of historical deal data?
The current Prospectory P2B score is based on defined account-research factors rather than training on a customer's historical deals. Historical CRM outcomes are still useful for evaluating whether the score bands help your specific sales process.
What is a good P2B score threshold for outreach?
Prospectory classifies scores of 75 and above as high, 50 through 74 as medium, and below 50 as low. Treat the band as a review priority rather than an automatic outreach rule, and let the seller inspect the evidence before acting.
Related Terms
Buying Signals
Buying signals are dated account or buyer events that may make an account timely enough for further review.
Signal Intelligence
Signal intelligence is the practice of collecting, reviewing, and using dated market and account events to make sales work more relevant and timely.
Propensity to Convert
Prospectory Propensity to Convert (P2C) is an account-level weighted score for potential conversion from a current solution.
Account Intelligence
Account intelligence organizes selected company, technology, organizational, financial, strategic, signal, and engagement context for a target account.
See Propensity to Buy Scoring in Action
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