Lead Qualification

1. Overview

  • Purpose:

    • Assess leads to determine their suitability and readiness to purchase.

  • Objectives:

    • Identify high-potential leads.

    • Prioritize leads based on qualification criteria.

2. Step-by-Step Procedures

  • Initial Contact:

    • Cold caller or assistant reaches out to new leads.

  • Qualification Criteria:

    • Budget, Authority, Need, Timeline (BANT).

  • Scoring Leads:

    • Assign scores based on BANT criteria.

3. Roles and Responsibilities

  • Cold Caller:

    • Perform initial qualification based on BANT.

  • Assistant:

    • Input leads into CRM, assist in data enrichment.

  • Salespeople:

    • Further qualify high-potential leads.

4. Tools and Resources

  • CRM:

    • Link to Lead Qualification Guide

  • Qualification Scripts:

    • Download Qualification Scripts (Google Doc)

5. Templates and Checklists

  • Lead Qualification Checklist:

    • Download Lead Qualification Checklist (Google Sheet)

  • BANT Scoring Template:

    • Download BANT Scoring Template (Google Sheet)

6. Additional Resources

  • Training Videos:

    • Effective Lead Qualification Techniques

  • Best Practices Articles:

    • Maximizing Lead Qualification Efficiency