| name | qualify-a-sales-lead |
| category | data |
| description | Evaluate a prospective customer against explicit problem, fit, authority, timing, and risk evidence, then choose a respectful next action. Use when deciding whether a lead should advance, nurture, refer, or close. |
qualify-a-sales-lead
Qualification is a mutual fit decision, not a score for how persuadable someone appears. Preserve the evidence,
unknowns, and disqualifiers behind the decision.
Inputs
- Gather the source, account research, conversation notes, stated problem, product constraints, and qualification model.
- Confirm required customer, technical, commercial, security, legal, regional, and implementation conditions.
- Identify consent and communication preferences for any further contact.
Procedure
- Record the lead's stated outcome and current workflow in their own terms.
- Separate verified facts, prospect claims, seller hypotheses, and unanswered questions.
- Assess problem impact, frequency, urgency, and evidence of a real change priority.
- Identify stakeholders, decision process, budget process, timing, and implementation capacity without assuming titles equal authority.
- Test product fit against actual capabilities, required integrations, support, security, and exclusions.
- Record evidence against fit, including existing solution, low impact, missing prerequisite, or unacceptable risk.
- Apply the qualification criteria consistently and explain each rating or decision.
- Choose advance, gather evidence, nurture, refer, or close with one respectful next action.
- Set an owner and review date; remove unsupported personal judgments from the record.
Boundaries
Never infer protected traits, financial distress, or personal vulnerability. Do not fabricate urgency, budget,
authority, or product fit. Respect opt-outs and suppression lists, and do not keep contacting a closed lead
without a new permissioned reason.
Done
- The qualification record distinguishes facts, claims, hypotheses, unknowns, and disqualifiers
- Fit is checked against current product and implementation constraints
- The selected disposition follows the documented criteria rather than personal preference
- The next action, owner, consent state, and review date are recorded
