Lead Qualification

Score and qualify leads based on defined criteria to focus sales efforts effectively.

Overview

This skill helps you:

• Evaluate leads against qualification criteria

• Score leads for prioritization

• Identify deal-breakers and green flags

• Recommend next actions

• Maintain consistent qualification

Qualification Frameworks

BANT (Budget, Authority, Need, Timeline)

## BANT Qualification: [Lead Name]

Budget (/25)

Question

Answer

Score

Defined budget?

[Yes/No/Unknown]

/10

Budget range?

[$X - $Y]

/10

Budget fits our pricing?

[Yes/No]

/5

Budget Score: [X]/25

Authority (/25)

Question

Answer

Score

Decision maker?

[Yes/No/Influencer]

/10

Who else involved?

[Names/Roles]

/5

Sign-off process?

[Description]

/5

Champion identified?

[Yes/No]

/5

Authority Score: [X]/25

Need (/25)

Question

Answer

Score

Clear pain point?

[Description]

/10

Impact of not solving?

[Description]

/10

Using alternatives?

[Current solution]

/5

Need Score: [X]/25

Timeline (/25)

Question

Answer

Score

Target implementation?

[Date/Quarter]

/10

Urgency level?

[High/Medium/Low]

/10

Trigger event?

[Description]

/5

Timeline Score: [X]/25

Total BANT Score: [X]/100

Qualification: [Qualified / Needs Work / Not Qualified]

### MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion)

MEDDIC Qualification: [Lead Name]

Metrics

Business impact they expect:

• [Metric 1]: [Current] → [Target]

• [Metric 2]: [Current] → [Target]

Economic Buyer

Person with budget authority:

• Name: [Name]

• Title: [Title]

• Access: [Direct/Indirect/None]

Decision Criteria

How they'll evaluate solutions:

1. [Criterion 1] - Weight: [%]

1. [Criterion 2] - Weight: [%]

1. [Criterion 3] - Weight: [%]

Decision Process

Steps to purchase:

1. [Step 1] - Owner: [Name] - Timeline: [Date]

1. [Step 2] - Owner: [Name] - Timeline: [Date]

1. [Step 3] - Owner: [Name] - Timeline: [Date]

Identify Pain

Core problem:

[Description of the pain point]

Implications of not solving:

[Business impact]

Champion

Internal advocate:

• Name: [Name]

• Influence level: [High/Medium/Low]

• What they gain: [Personal win]

---

MEDDIC Coverage: [X]/6 elements confirmed

Deal Health: [Strong / At Risk / Weak]

### GPCTBA/C&I (Goals, Plans, Challenges, Timeline, Budget, Authority, Consequences & Implications)

GPCTBA/C&I: [Lead Name]

Goals

What are they trying to achieve?

• [Goal 1]

• [Goal 2]

Plans

How do they plan to achieve it?

• [Current plan]

Challenges

What's stopping them?

• [Challenge 1]

• [Challenge 2]

Timeline

When do they need to achieve this?

• Target: [Date]

• Urgency: [High/Medium/Low]

Budget

What resources are allocated?

• Amount: [Range]

• Approved: [Yes/No/Pending]

Authority

Who makes the decision?

• Decision Maker: [Name]

• Influencers: [Names]

• Process: [Description]

Consequences (Negative)

What happens if they don't solve this?

• [Consequence 1]

• [Consequence 2]

Implications (Positive)

What happens when they succeed?

• [Benefit 1]

• [Benefit 2]

## Lead Scoring Model

### Fit Score (Demographics)

Fit Scoring Criteria

Company Fit (50 points)

Company Fit: [X]/50

Contact Fit (50 points)

Contact Fit: [X]/50

Total Fit Score: [X]/100

### Engagement Score (Behavioral)

Engagement Scoring

Website Activity

Email Engagement

Event Participation

Total Engagement Score: [X]/100

## Output Format

### Lead Qualification Report

Lead Qualification: [Company/Contact]

Summary

Qualification Status

🟢 QUALIFIED / 🟡 NEEDS NURTURING / 🔴 NOT QUALIFIED

Key Findings

✅ Green Flags

1. [Positive indicator]

1. [Positive indicator]

⚠️ Yellow Flags

1. [Concern that needs addressing]

1. [Missing information]

❌ Red Flags

1. [Deal-breaker or major concern]

Gaps to Address

Recommended Next Steps

1. [Immediate action]

1. [Follow-up action]

1. [Long-term action]

Disqualification Criteria Check

• [ ] Below minimum company size

• [ ] Outside target geography

• [ ] No budget authority

• [ ] Timeline > 12 months

• [ ] Already using competitor with lock-in