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Flipping the Script: Scoring Natural Progression Instead of Business Goals
November 10, 2025
We've been building scoring backwards. Traditional score behaviors hit OUR MQL goal, while Value-First score behaviors indicate THEIR natural progression. In this episode, Chris Carolan + Rylee Powell + me will talk through what people naturally do at each Value Path stage, why high activity ≠ sales
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You just watched the work. Now build it.
The next step is doing it yourself — live, with people on the same path.
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