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Improving Scores

Practical strategies for improving Deal Pulse scores in each category

Your Deal Pulse score is low or declining. This guide provides practical, category-by-category strategies for improving engagement and moving deals forward.

Important Context

Before you start:

  1. Don't chase score for score's sake - Focus on genuine buyer engagement, not gaming the system
  2. Check if deal is real - Some deals should be closed-lost, not artificially boosted
  3. Understand the category breakdown - Target your weakest categories first
  4. Consider deal stage - Early-stage deals naturally score lower

Remember: Deal Pulse measures engagement health. Improving the score means improving real deal dynamics.

Strategy by Overall Score

If Your Score is 0-39 (Very Low)

First, qualify the deal:

  • Is this a real opportunity?
  • Does buyer have budget and timeline?
  • Are we talking to decision makers?
  • Is timing right?

If yes, it's real:

  1. Schedule meeting immediately
  2. Create or reactivate mutual action plan
  3. Identify and engage additional stakeholders
  4. Set clear next steps with dates

If no, it's not real:

  • Mark as closed-lost or on hold in CRM
  • Don't waste time trying to raise score
  • Focus energy on viable opportunities

If Your Score is 40-59 (Low to Moderate)

Focus areas:

  1. Increase meeting frequency (biggest impact)
  2. Create mutual action plan if none exists
  3. Expand stakeholder base to reduce risk
  4. Ensure regular activity (at least weekly)

Timeline: Should see improvement in 2-3 weeks with consistent action.

If Your Score is 60-79 (Good)

Maintain and strengthen:

  1. Keep current meeting cadence
  2. Strengthen weakest category (check breakdown)
  3. Don't let score drop below 60
  4. Continue executing mutual plan

Timeline: Focus on preventing decline more than boosting.

If Your Score is 80+ (Excellent)

Don't let it slip:

  1. Maintain all current activities
  2. Monitor for any declining trend
  3. Keep all stakeholders engaged
  4. Execute toward close

Warning: High scores can drop quickly if engagement lapses.

Improving Engagement (50% of Score)

Most impactful category - Focus here first.

Increase Meeting Frequency

Goal: 2-3 meetings per month

Actions:

  1. Schedule next meeting before current one ends

    • Get commitment on calendar
    • Set specific date and time
    • Send calendar invite immediately

  2. Create meeting cadence

    • Weekly check-ins for active deals
    • Biweekly for slower-moving deals
    • At minimum, monthly

  3. Schedule future meetings (next 30 days)

    • Future meetings count toward score (0.8x weight)
    • Shows forward progress
    • Creates accountability

  4. Track past meetings

    • Log all meetings in platform
    • Include external calls and site visits
    • Link to Decision Site

Quick win: Schedule 2-3 future meetings today → immediate score boost tomorrow.

Increase Buyer Login Activity

Goal: Buyers logging in weekly

Actions:

  1. Give buyers reasons to log in

    • Share new artifacts (they get notification)
    • Assign them action items
    • @mention them in comments
    • Ask questions that require their input

  2. Make it valuable for them

    • Post meeting notes and recordings
    • Share exclusive content
    • Provide ROI calculations
    • Track their requirements

  3. Remind them it exists

    • Email with direct links to specific content
    • Reference Decision Site in conversations
    • Make it part of your process

  4. Remove friction

    • Simple login (SSO if possible)
    • Mobile-friendly for busy executives
    • Clear value proposition

Quick win: Share 2-3 valuable artifacts and ask buyer to review → drives logins.

Improve Recency

Goal: Activity within last 7 days

Actions:

  1. Take some action weekly

    • Add comment
    • Update milestone
    • Upload artifact
    • Schedule meeting

  2. Engage buyer weekly

    • Ask question requiring response
    • Share something of value
    • Request feedback on proposal

  3. Don't let more than 7 days pass between activities

    • Set reminder for day 6
    • Even small activity resets recency

Quick win: Add comment or update milestone today → resets recency clock.

Trigger Buyer Engagement Bonuses

One-time bonuses for first buyer actions:

First buyer view:

  • Share Decision Site link with buyer
  • Walk them through in meeting
  • Send follow-up email with link

First buyer adds contact:

  • Ask buyer to introduce other stakeholders
  • Invite them to add their team
  • Make it easy (provide email addresses)

Quick win: Get buyer to take first action → 25-50 point bonus (one-time).

Improving Collaboration (25% of Score)

Second most impactful category.

Create Mutual Action Plan

If you don't have one:

  1. Start with template

    • Apply mutual plan template
    • Customize for your deal
    • +20 point bonus for starting

  2. Co-create with buyer

    • Collaborate on milestones
    • Get buyer buy-in
    • Make it THEIR plan, not yours

Quick win: Apply template and add 3-5 milestones → immediate score boost.

Add and Complete Milestones

Goal: 5-10 active milestones with regular progress

Actions:

  1. Add key milestones

    • Map buying process steps
    • Include decision gates
    • Set realistic dates

  2. Update milestones regularly

    • Mark progress (25%, 50%, 75%)
    • Add notes on status
    • Adjust dates if needed

  3. Complete milestones

    • Mark as complete when done
    • Shows forward progress
    • Builds momentum

  4. Add new milestones as you go

    • Deal evolves, plan should too
    • Keep 5-10 active at any time

Quick win: Add 5 milestones today, complete 1-2 older ones → boosts Collaboration.

Create and Complete Action Items

Goal: 10-15 active tasks with regular completions

Actions:

  1. Create tasks from meetings

    • Every meeting should generate 2-3 action items
    • Assign to specific people
    • Set due dates

  2. Assign to buyers

    • Make them active participants
    • Their completions count more (buyer tasks)
    • Shows joint commitment

  3. Complete tasks promptly

    • Both buyer and seller should complete
    • Balance is important (Organization category too)
    • Regular completions show progress

  4. Keep adding new tasks

    • Active deals generate ongoing tasks
    • Replenish as tasks are completed

Quick win: Create 5 new action items with assignees and due dates → immediate boost.

Apply Templates

Goal: Use 1-2 mutual plan templates

Actions:

  1. Apply appropriate template

    • Choose template matching your process
    • Customize to fit deal
    • +10% to Collaboration score

  2. Use templates early

    • Shows structure and process
    • Easier than building from scratch
    • Demonstrates professionalism

Quick win: Apply template now → instant boost to Collaboration.

Improving Diversity (10% of Score)

Smaller impact but reduces risk.

Add More Contacts

Goal: 5+ contacts representing multiple roles

Actions:

  1. Identify all stakeholders

    • Decision makers
    • Influencers
    • Technical evaluators
    • Executive sponsors
    • Implementation team

  2. Add them to Decision Site

    • Even if not actively engaged yet
    • Count toward Diversity score
    • Shows multi-threading

  3. Get introductions

    • Ask champion to introduce others
    • Request org chart
    • Identify decision committee

Quick win: Add 3-4 stakeholder contacts today → boosts Diversity.

Engage Multiple Departments

Goal: 3+ departments represented

Actions:

  1. Map buying committee

    • Who from IT/Security/Finance/Ops?
    • What departments are involved?
    • Who has veto power?

  2. Engage cross-functionally

    • Schedule meetings with different groups
    • Address department-specific concerns
    • Include in mutual plan

  3. Track departments

    • Add department field to contacts
    • Ensure diversity

Quick win: Add 2-3 contacts from different departments.

Include Multiple Companies

Goal: 2+ email domains (if applicable)

Scenarios:

  • Buyer company + parent company
  • Multiple divisions/subsidiaries
  • Partnership deals
  • Consortium purchases

Action: Add contacts from all involved entities.

Improving Organization (10% of Score)

Shows structured approach.

Assign Tasks Properly

Goal: 80%+ of action items have assignee or due date

Actions:

  1. Assign every action item to someone

    • Use real names
    • Include buyer-side assignees
    • Clear ownership

  2. Set due dates on all tasks

    • Realistic dates
    • Based on mutual plan timeline
    • Update if dates slip

  3. Review existing tasks

    • Go back and assign unassigned items
    • Add due dates to open tasks
    • Clean up task list

Quick win: Assign all open tasks and add due dates → immediate Organization boost.

Upload Artifacts

Goal: Share documents and content

Actions:

  1. Upload key documents

    • Proposals
    • ROI calculations
    • Technical specs
    • Case studies
    • Demo recordings

  2. Make it buyer-focused

    • Content they need
    • Easy to find and access
    • Organized by topic

Quick win: Upload 2-3 artifacts → +20 point bonus (one-time).

Balance Task Completion

Goal: Both buyer and seller completing tasks

Actions:

  1. Create tasks for buyers

    • Give them specific actions
    • Make them achievable
    • Follow up on completion

  2. Complete seller tasks promptly

    • Show you're delivering
    • Build trust
    • Model behavior

  3. Track completion balance

    • If only seller completing, engage buyer more
    • If only buyer completing, step up your game

Quick win: Get buyer to complete 1-2 tasks this week → balance bonus.

Improving Communication (5% of Score)

Smallest impact but still valuable.

Increase Comment Activity

Goal: Regular comments from both sides

Actions:

  1. Add comments regularly

    • Ask questions
    • Provide updates
    • Share insights
    • Acknowledge progress

  2. Encourage buyer comments

    • Ask questions requiring response
    • Respond promptly to their comments
    • Make it conversational

  3. Use comments strategically

    • Tag specific people (@mentions)
    • Reference artifacts
    • Link to milestones

Quick win: Add 2-3 comments today, ask buyer a question → sparks dialogue.

Balance Dialogue

Goal: Both buyer and seller participating in conversation

Actions:

  1. If you're commenting more

    • Ask questions to prompt buyer responses
    • Make comments valuable (not filler)
    • Give buyer space to engage

  2. If buyer commenting more

    • Respond to every comment
    • Match their engagement level
    • Don't go silent

Quick win: Balance communication this week → dialogue balance bonus.

Prioritization Framework

Limited time? Focus on highest-impact actions:

Priority 1: Engagement (50% weight)

  1. Schedule 2-3 future meetings
  2. Get buyer to log in (share content)
  3. Take weekly action (any activity)

Impact: Highest - addresses largest category.

Priority 2: Collaboration (25% weight)

  1. Create mutual action plan (if none)
  2. Add 5 milestones
  3. Create 5 action items with assignments

Impact: High - second largest category.

Priority 3: Organization (10% weight)

  1. Assign all tasks and add due dates
  2. Upload 2-3 artifacts

Impact: Medium - quick wins.

Priority 4: Diversity (10% weight)

  1. Add 3-4 new stakeholder contacts

Impact: Medium - important for risk but smaller score impact.

Priority 5: Communication (5% weight)

  1. Add comments regularly

Impact: Low - smallest category weight.

Timeline for Improvement

How fast will score improve?

Action TakenScore ImpactTiming
Schedule future meeting+5-15 pointsTomorrow morning
Create mutual plan+10-20 pointsTomorrow morning
Add 5 milestones+8-12 pointsTomorrow morning
Add 5 contacts+5-8 pointsTomorrow morning
Upload artifacts+2-4 pointsTomorrow morning (first time only)
Increase overall activity+10-30 points1-2 weeks of consistent activity

Remember: Scores update nightly. Today's actions appear tomorrow.

What NOT to Do

❌ Don't Game the System

Examples of gaming:

  • Adding fake contacts
  • Creating meaningless tasks
  • Spamming comments
  • Scheduling fake meetings

Why not: Doesn't help you close deals, wastes time, misleads you about real health.

❌ Don't Chase Score Over Deal

Bad priorities:

  • Improving score on dead deal
  • Focusing on metrics over buyer conversations
  • Neglecting real deal work to boost numbers

Right priority: Real engagement > score improvement.

❌ Don't Expect Instant Results

Reality:

  • Score improvement takes 1-2 weeks of consistent action
  • Old activity decays while new activity builds
  • Some categories (Diversity) have smaller impact

Be patient: Focus on trend over 3-4 weeks, not day-to-day.

Measuring Success

Track:

  1. Weekly score changes
  2. Category breakdown shifts
  3. Activity levels maintained
  4. Real buyer engagement

Success looks like:

  • Score trending up over 3-4 weeks
  • Weak categories strengthening
  • More buyer participation
  • Deal progressing toward close

Real success is closing the deal, not just raising the score.

Next Steps

Still not improving? Check Common Issues or FAQ