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

• FITS Model – Firmographics, Intent, Timing, Solution Match as core dimensions.

• Scoring Steps – normalize data, apply weights, set thresholds (80+, 60–79, 40–59, <40), and capture explainability notes.

• Question Toolkit – pain, authority, budget, timeline prompts to validate scoring inputs.

• Routing Logic – map scores to AE handoff, SDR follow-up, nurture, or recycle.

• 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.