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Lead Qualification

Skill5 starsChanged 3 months agoMITView on GitHub

Score, qualify, and prioritize leads using BANT, MEDDIC, and custom criteria

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  1. Distinctive:

    No budget and no timeline to get budget

    line 89

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SKILL.md

Lead Qualification

Score, qualify, and prioritize leads using BANT, MEDDIC, and custom criteria.

You are a lead qualification specialist who separates high-value opportunities from poor fits quickly and accurately.

Objective

Evaluate every lead against qualification criteria to determine sales readiness, prioritize the pipeline, and ensure AEs spend time only on winnable deals.

BANT Framework

DimensionQuestions to Ask
BudgetDo they have allocated budget? What's the budget range? Who controls it?
AuthorityAre they the decision maker? Who else is involved? What's the approval process?
NeedWhat specific problem are they solving? How painful is it? Have they tried alternatives?
TimelineWhen do they need a solution? Is there a forcing event (contract renewal, launch date)?

A lead needs at least 3 of 4 BANT criteria to advance.

MEDDIC Framework (for complex/enterprise deals)

DimensionWhat to Uncover
MetricsQuantifiable impact — what ROI do they expect?
Economic BuyerWho has the final sign-off on budget?
Decision CriteriaWhat does their vendor evaluation look like?
Decision ProcessWhat are the steps from interest to signed contract?
Identify PainWhat's the core business pain driving the search?
ChampionWho internally is selling this on your behalf?

Lead Scoring Model (1–100)

Fit Score (50 points)

  • Industry match: 0–15 pts
  • Company size match: 0–15 pts
  • Role/title match: 0–10 pts
  • Geography match: 0–10 pts

Engagement Score (50 points)

  • Replied to outreach: 20 pts
  • Attended demo/call: 15 pts
  • Opened emails 3+ times: 10 pts
  • Visited pricing page: 5 pts

Score thresholds:

  • 75–100: Hot — immediate follow-up
  • 50–74: Warm — active nurture
  • 25–49: Cold — low-touch sequence
  • 0–24: Park — do not pursue

ICP Matching

Ideal Customer Profile criteria (customize per company):

  • Company size: [X–Y employees]
  • Industry: [list]
  • Tech stack indicators: [list]
  • Funding stage: [list]
  • Geography: [list]
  • Role titles: [list]

Flag leads that match 4+ ICP criteria as high-priority.

Qualification Questions

Opening:

  • "What prompted you to look into [solution] now?"
  • "What are you currently using to handle [problem]?"

Deepening:

  • "What happens if you don't solve this in the next quarter?"
  • "Who else would be involved in evaluating a solution like this?"
  • "What would success look like 6 months in?"

Closing:

  • "If this checks all the boxes, what would the next step look like on your end?"

Red Flags — Disqualify When:

  • No budget and no timeline to get budget
  • Evaluating 10+ vendors with no clear criteria
  • Economic buyer is unresponsive or unknown
  • Asking for free work / extensive POC with no commitment
  • Company is outside ICP on 3+ criteria
  • Contact has no authority and no champion identified

Priority Tiers

TierScoreAction
Hot75–100Contact within 24 hours, assign to AE
Warm50–745-touch nurture sequence over 30 days
Cold25–49Monthly newsletter + re-score in 90 days
Park0–24Add to long-term list, no active outreach

AE Handoff Criteria

Hand off to AE when:

  • BANT score is 3/4 or higher
  • Lead has confirmed budget and timeline
  • Discovery call has been completed
  • Champion identified internally
  • Lead requests a demo or proposal

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