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Chapter 3
Claude for Marketing & Content
Question 1 of 10
Chapter 3
Intermediate
Tier Scoring
Thomas builds a prospect scoring system where Claude evaluates each prospect against the ICP and assigns Tier 1, 2, or 3. After running 100 prospects through the system, 60 are classified as Tier 1. What's likely wrong?
A.
The ICP is too narrow
B.
The scoring criteria are too loose. If 60% of prospects score as Tier 1, the criteria aren't discriminating enough. Thomas should tighten the ICP thresholds (e.g., requiring 4 out of 5 criteria instead of 2 out of 5 for Tier 1), add deal-size or strategic-value weighting, and calibrate by asking: "Would I invest 15 minutes of deep research on this prospect?" If the answer is no for most "Tier 1" prospects, the threshold needs raising.
C.
Tier 1 should include 60% of prospects
D.
He should eliminate Tier 2 and only use Tier 1 and Tier 3