SKILL

Lead Qualification

Use when evaluating ICP fit, buying intent, and routing priority for new leads.

Published by @gtmagents·from gtmagents/gtm-agents·0 agent reads / 30d·0 saves·

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.

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