Account Scoring Methods That Drive Smarter Prioritization 

Account scoring defines where your teams focus and how efficiently they grow. 

However, many organizations still rely on intuition or outdated criteria to decide which customers and prospects deserve attention. 

SBI’s Account Scoring Methods guide outlines three proven approaches to help you build a scoring model that aligns sales effort, marketing spend, and customer potential, all grounded in data, not guesswork. 

Not all scoring models fit every strategy.

Your objectives should shape your approach, not the other way around. 

This guide helps Sales, Marketing, and RevOps leaders: 

• Understand the three primary account scoring approaches: heuristic, classification, and regression
• Choose the right method based on your organization’s maturity and growth objectives
• Balance the science of data-driven modeling with the art of sales intuition to build a more accurate prioritization framework