34 lines
1.4 KiB
Markdown
34 lines
1.4 KiB
Markdown
---
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name: lead-qualification
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description: Use when evaluating ICP fit, buying intent, and routing priority for new leads.
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---
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# Lead Qualification Skill
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## When to Use
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- New inbound/outbound leads need scoring before SDR outreach.
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- Marketing > Sales handoff requires consistent acceptance criteria.
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- You must prioritize high-intent signals for limited SDR capacity.
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- RevOps wants transparent scoring logic tied to pipeline stages.
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## Framework
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1. **FITS Model** – Firmographics, Intent, Timing, Solution Match as core dimensions.
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2. **Scoring Steps** – normalize data, apply weights, set thresholds (80+, 60–79, 40–59, <40), and capture explainability notes.
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3. **Question Toolkit** – pain, authority, budget, timeline prompts to validate scoring inputs.
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4. **Routing Logic** – map scores to AE handoff, SDR follow-up, nurture, or recycle.
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5. **Handoff Checklist** – verify CRM data, attach notes/enrichment, include recommended CTA, start AE SLA timer.
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## Templates
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- Fit scoring sheet (CSV) with weight columns and notes.
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- Intent signal decoder (G2 topics → pains) for faster scoring.
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- Playbooks for inbound vs outbound vs PQL models.
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- Handoff checklist doc for SDRs.
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## Tips
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- Review weights quarterly with RevOps to match evolving ICP.
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- Keep explainability notes so AEs trust automated scores.
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- Pair scoring with QA sampling to catch bad data feeds early.
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- Share top intent triggers weekly so marketing can reinforce them.
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---
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