lead-qualification

name	lead-qualification
description	Lead qualification with BANT, MEDDIC, ICP fit, deal qualification
version	2.0.0
tags	["sales","qualification","lead","bant","meddic"]
agents	["universal"]

Lead Qualification Skill

Comprehensive lead qualification framework for B2B sales, including BANT, MEDDIC, and ICP analysis.

When to Use This Skill

USE THIS SKILL when:

• Qualifying new leads or opportunities
• Assessing deal fit and potential
• Prioritizing sales pipeline
• "Should we pursue this deal?"
• "Is this a good fit?"
• Lead scoring and routing
• Deal qualification meetings

DO NOT USE for:

• Cold outreach (use outbound-prospecting)
• Product discovery (use product-suite)
• Contract negotiation (use negotiation)

Qualification Frameworks

BANT Framework

Classic four-part qualification:

Element	Question	Red Flag
Budget	Do they have budget?	No budget mentioned
Authority	Can they decide?	Not decision maker
Need	Do they need it?	No pain point
Timeline	When do they buy?	>12 months

MEDDIC Framework

More comprehensive for complex sales:

Element	Description	Discovery Questions
Metrics	What KPIs will improve?	"What does success look like?"
Economic Buyer	Who pays?	"Who approves spend?"
Decision Criteria	How do they choose?	"What's the evaluation?"
Decision Process	How do they buy?	"Walk me through buying."
Implication	What's cost of delay?	"What happens in 6 months?"
Champion	Who advocates?	"Who's advocating for us?"

GPCTBA/C+I Framework

Modern addition to BANT:

Element	Description
Goals	What are they trying to achieve?
Plans	What are their plans?
Challenges	What's blocking them?
Timeline	When do they need results?
Budget	What's allocated?
Authority	Who decides?
Champion	Who wants this?
Impact	What's ROI?

Qualification Process

Step 1: Initial Discovery

First conversation goals:

• Understand their situation
• Identify pain points
• Assess authority
• Determine timeline

Opening Questions:

"Tell me about your current setup."
"What's the biggest challenge you're facing?"
"Who's involved in making this decision?"
"What's your timeline for solving this?"

Step 2: Deep Qualification

Once initial fit confirmed:

Budget Questions:

"What's budget have you allocated for this?"
"Have you budgeted for this in the current fiscal year?"
"What's the range you've planned?"

Authority Questions:

"Who else is involved in this decision?"
"Who will be the final decision maker?"
"Have you made a decision like this before?"

Timeline Questions:

"When are you looking to have this in place?"
"What's driving that timeline?"
"What happens if you don't solve this?"

Step 3: ICP Fit Analysis

Compare against Ideal Customer Profile:

Criteria	Weight	Threshold
Company Size	High	50-1000 employees
Industry	High	Target industries
Tech Stack	Medium	Compatible
Use Case	High	Primary use case match
Budget	Medium	Above minimum
Timeline	Medium	<6 months

Step 4: Scoring

Create lead score:

## Lead Score: [Company Name]

### Fit Score (/100)
| Criteria | Score | Weight | Weighted |
|----------|-------|--------|----------|
| Company Size | 8/10 | 20% | 1.6 |
| Industry Fit | 10/10 | 25% | 2.5 |
| Tech Stack | 7/10 | 15% | 1.05 |
| Use Case | 9/10 | 25% | 2.25 |
| Budget | 8/10 | 10% | 0.8 |
| Timeline | 6/10 | 5% | 0.3 |
| **TOTAL** | | | **8.0/10** |

### Opportunity Score (/100)
| Criteria | Score | Weight | Weighted |
|----------|-------|--------|----------|
| Pain Level | 8/10 | 25% | 2.0 |
| Authority | 9/10 | 25% | 2.25 |
| Timeline | 7/10 | 20% | 1.4 |
| Competition | 8/10 | 15% | 1.2 |
| Champion | 9/10 | 15% | 1.35 |
| **TOTAL** | | | **8.2/10** |

### Combined Score: 8.1/10 → [QUALIFIED/MARGINAL/NOT FIT]

Qualification Outcomes

###Outcome Matrix

Score	Action	Next Step
8+	Pursue	Demo scheduled
6-7.9	Nurture	Content + check-in
<6	Disqualify	Remove from pipeline

Qualification Reasons

Qualify:

• Strong fit
• Decision maker engaged
• Budget confirmed
• Timeline < 6 months

Marginal:

• Good fit but no timeline
• Champion but no budget
• Timing issue

Disqualify:

• No budget
• Wrong fit
• No authority
• No need

Qualification Call Template

Pre-Call Preparation

## Qualification Call: [Company]
- Research: [Background]
- ICP Fit: [Score]
- Notes: [Previous interactions]

Call Agenda (30 min)

1. Intro (2 min)
2. Current situation (8 min)
3. Challenges (8 min)
4. Decision process (8 min)
5. Next steps (4 min)

Questions to Ask

Discovery:

• "What's your current process?"
• "What prompted looking into this?"
• "What's the biggest pain point?"

Budget:

• "What's allocated for this?"
• "What's the investment range?"
• "How do you typically budget?"

Authority:

• "Who's involved?"
• "Who makes final decision?"
• "Who else should we talk to?"

Timeline:

• "When do you need solution?"
• "What's driving timeline?"
• "Any milestones coming up?"

Competition:

• "What are you using now?"
• "Why looking to change?"
• "What's missing?"

Post-Call Documentation

## Call Notes: [Date]

### Summary
- Interest level: [High/Medium/Low]
- Budget: $[Range] confirmed/unclear
- Timeline: [Date] / TBD
- Decision maker: [Yes/No]

### Fit Assessment
- [Criteria]: [Notes]

### Next Steps
- [ ] [Action item]
- [ ] [Follow up by date]

### Classification
- [ ] Qualified - Proceed
- [ ] Marginal - Nurture
- [ ] Disqualify - Remove

Red Flags

Budget Red Flags

• "We don't have budget right now"
• "Need to get approval"
• "Looking for free options"

Authority Red Flags

• "I need to check with..."
• "The team will decide"
• "IT makes this decision"

Timeline Red Flags

• "Sometime next year"
• "Looking but not in a rush"
• "Maybe in 12+ months"

Fit Red Flags

• Wrong industry/size
• Not our use case
• Competitor has deep relationship

Quality Checklist

• All BANT elements explored
• Budget confirmed (or reason why not)
• Decision maker identified
• Timeline realistic
• ICP fit scored
• Score documented
• Next steps clear
• Follow-up scheduled

Key Metrics

Metric	Target
Qualification rate	40-50% of leads
Win rate on qualified	25-30%
Sales cycle (qualified)	60-90 days
Cost per qualified lead	Track and reduce

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Compatible Agents

• Claude Code ✅
• OpenCode ✅
• Cursor ✅
• Any SKILL.md agent ✅

See Also

• outbound-prospecting (lead generation)
• pipeline-management (deal tracking)
• negotiation (deal closing)