Signal scoring rubric

Score four dimensions from 0–3.

Dimension	0	1	2	3
Fit	outside ICP	partial fit	clear ICP	priority segment
Materiality	no relevant change	weak proxy	relevant change	change directly creates urgency
Freshness	over 90 days	31–90 days	8–30 days	0–7 days
Contactability	no person	possible role	verified relevant person	relevant person with relationship/context

Apply a conflict penalty of minus 4 for an active opportunity owned by another seller, an unresolved negative reply, or customer-sensitive context. Apply minus 2 when the account was touched inside the team’s normal cooldown.

• Send: 9 or more, no zero dimension, and no unresolved conflict.
• Nurture: 6–8, or 9+ with missing contact access.
• Skip: 5 or less, any disqualifying conflict, or unverifiable evidence.

Treat these as starting thresholds. Recalibrate after at least 30 decisions per trigger family and report positive-reply rate alongside total volume.