Lead Qualification

Lead Qualification Skill

When to Use

• New inbound/outbound leads need scoring before SDR outreach.
• Marketing > Sales handoff requires consistent acceptance criteria.
• You must prioritize high-intent signals for limited SDR capacity.
• RevOps wants transparent scoring logic tied to pipeline stages.

Framework

1. FITS Model – Firmographics, Intent, Timing, Solution Match as core dimensions.
2. Scoring Steps – normalize data, apply weights, set thresholds (80+, 60–79, 40–59, <40), and capture explainability notes.
3. Question Toolkit – pain, authority, budget, timeline prompts to validate scoring inputs.
4. Routing Logic – map scores to AE handoff, SDR follow-up, nurture, or recycle.
5. Handoff Checklist – verify CRM data, attach notes/enrichment, include recommended CTA, start AE SLA timer.

Templates

• Fit scoring sheet (CSV) with weight columns and notes.
• Intent signal decoder (G2 topics → pains) for faster scoring.
• Playbooks for inbound vs outbound vs PQL models.
• Handoff checklist doc for SDRs.

Tips

• Review weights quarterly with RevOps to match evolving ICP.
• Keep explainability notes so AEs trust automated scores.
• Pair scoring with QA sampling to catch bad data feeds early.
• Share top intent triggers weekly so marketing can reinforce them.