Inbound Lead Qualification

Inbound Lead Qualification

The deep qualification step. CRM/overlap flags + missing-field research are deterministic scripts; the verdict + reasoning are the agent's, scored against the ICP rubric with explicit per-criterion rationale.

When to use

• "Qualify these inbound leads." / "Check if these leads are ICP." / "Score my inbound."
• After upstream triage, when leads need a thorough qualified/disqualified verdict.

How to run

Step 1 — CRM / pipeline overlap

python3 ${SKILL_DIR}/scripts/crm_lookup.py \
  --leads ${WORKSPACE}/leads.csv \
  --crm-csv ${WORKSPACE}/customers.csv \
  --output ${WORKSPACE}/flags.json

Uses HubSpot search when HUBSPOT_API_KEY is set; else a CRM/customer CSV export. Flags prevent qualifying a lead another rep already owns.

Step 2 — fill missing company/person fields (if needed)

python3 ${SKILL_DIR}/scripts/web_research.py --leads ${WORKSPACE}/leads.csv \
  --fetch-pages --output ${WORKSPACE}/research.json

Keyless degrade for size/industry/role/seniority. With APOLLO_API_KEY, prefer Apollo enrichment. Leads still insufficient_data route to inbound-lead-enrichment before a final verdict — do not disqualify them outright.

Step 3 — assemble the scorecard scaffold

python3 ${SKILL_DIR}/scripts/build_scorecard.py \
  --leads ${WORKSPACE}/leads.csv \
  --relationships ${WORKSPACE}/flags.json \
  --output ${WORKSPACE}/scorecard.json

Step 4 — score (you, the agent)

For each lead, score size/industry/use-case/role against the ICP rubric and fill qualification_status, score, and reasoning. Reasoning must cite the criteria each lead passed/failed — no opaque scores.

Step 5 — finalize

python3 ${SKILL_DIR}/scripts/build_scorecard.py --finalize \
  --scorecard ${WORKSPACE}/scorecard.json --format csv --output ${WORKSPACE}/scored.csv

Outputs

A scored CSV/JSON: name, email, company, title, linkedin_url, existing_relationship, company_overlap, qualification_status, score, reasoning.

Credentials / env

• Required: none — qualification runs on serp-derived data + the agent's scoring.
• Optional: a CRM key (HUBSPOT_API_KEY / SALESFORCE_*) for the overlap check (else a CRM CSV export); APOLLO_API_KEY (enrich missing fields); ANTHROPIC_API_KEY only if the scoring LLM isn't platform-provided.

Notes & edge cases

• Leads with insufficient_data route to inbound-lead-enrichment first, not disqualified.
• Tool-agnostic: works with any CRM or none (CSV).
• Reasoning must cite criteria per verdict — no opaque scores.
• Pipeline-overlap flags prevent qualifying a lead already owned by another rep.