shyamw-cloud qualify-lead
Lead qualification is a forecasting exercise: given what we know about this account/person, what's the probability they close in the next 90 days, and what's the right next move?
Inputs to gather
- ICP definition — industry, company size, role, trigger event. If missing, ask first.
- The lead — company name, role, source, anything they said or filled in.
- Framework preference — BANT (default for SMB) or MEDDIC (default for mid-market+ deals).
BANT scorecard
| Dimension | Score 0-3 | Evidence |
|---|---|---|
| Budget | ||
| Authority | ||
| Need | ||
| Timeline |
Score 0 = no signal, 3 = strong explicit signal. Total / 12.
MEDDIC scorecard
| Dimension | Score 0-3 | Evidence |
|---|---|---|
| Metrics | what economic outcome are they targeting? | |
| Economic buyer | identified? engaged? | |
| Decision criteria | known? influenceable? | |
| Decision process | mapped? timeline? | |
| Identify pain | quantified? urgent? | |
| Champion | found? coachable? |
Score 0 = no signal, 3 = strong explicit signal. Total / 18.
Verdicts
- Qualified (≥ 75%): Hand to AE. Recommend specific next step (discovery call, proposal, pricing convo).
- Nurture (40-75%): Add to a sequence aimed at the missing dimension. Re-evaluate in 30/60/90 days.
- Disqualify (< 40%): Do not pursue now. Note why; revisit only on a trigger event.
Output format
## Verdict
<qualified | nurture | disqualify> — <one-line reason>
## Scorecard (<framework>)
<table>
## Score: X/Y (Z%)
## Gaps
- <missing dimension 1 and what would resolve it>
- <missing dimension 2 and what would resolve it>
## Recommended next action
<one specific action — meeting, sequence, intro request, etc.>
## CRM update
<paste-ready note for HubSpot/Salesforce>
Hard rules
- Never invent budget, headcount, or stack info you don't have. Mark
[unknown]. - A high score on Need without a Decision Process is a trap — flag it.
- "They downloaded the whitepaper" is not Authority. Don't conflate engagement with intent.