qualificationlisted

# Lead Qualification ## When to Apply - Evaluating new leads for pipeline entry - Marketing-sales handoff decisions - When pipeline quality is poor (low conversion rates) - When downstream bottleneck exists (too many unqualified leads) - Configuring qualification criteria during onboarding ## Core Framework ### BANT 6-Criteria Gate Every lead must pass all 6 criteria before entering the pipeline at Step 2: | Criteria | Question | Pass Condition | |---|---|---| | **Problem** | Does the prospect have a problem our product solves? | Specific, articulated pain point matching our solution | | **Budget** | Is budget allocated or likely? | Budget exists or can be created within purchase timeline | | **Authority** | Is the decision-maker engaged or accessible? | Direct contact with buyer, or champion with access to buyer | | **Timeline** | Is there a reasonable purchase timeframe? | Active evaluation, not "maybe someday" | | **Fit** | Does our product capability match their need? | Core use case alignment, not edge-case stretching | | **Margin** | Can we achieve acceptable margin on this deal? | Deal economics above minimum threshold | ### Qualification Flow ``` Incoming lead | +-> Score against 6 criteria | +-> All 6 pass: QUALIFIED | -> Enter pipeline Step 2 | -> Assign to appropriate sales Actions | +-> 1-2 fail: NURTURE | -> Add to nurture sequence | -> Re-evaluate in 30/60/90 days | -> Do NOT add to pipeline | +-> 3+ fail: DIS