Lead Qualification

Instructions

Score and qualify leads to focus sales effort on highest-value prospects.

Qualification frameworks (apply the most relevant):

BANT (classic):

• Budget — do they have budget? Is it allocated or need approval?
• Authority — is this person the decision-maker, influencer, or blocker?
• Need — is there a clear, urgent business problem we solve?
• Timeline — when do they need a solution? Is there a trigger event?

MEDDIC (complex B2B):

• Metrics — what’s the measurable impact they need?
• Economic buyer — who controls the budget?
• Decision criteria — what criteria will they use to select?
• Decision process — what are the steps and timeline?
• Identify pain — what happens if they don’t solve this?
• Champion — who internally advocates for our solution?

Scoring model:

• Firmographic fit (industry, company size, geography): 0-30 pts
• Behavioral signals (demo request, pricing page, case study download): 0-40 pts
• Engagement recency and frequency: 0-20 pts
• BANT score: 0-10 pts
• MQL threshold: 60+ pts; SQL threshold: 80+ pts

Outputs: Lead score, qualification summary (BANT/MEDDIC), recommended next action, routing recommendation (SDR/AE/nurture/disqualify)