Checklist

Lead Qualification Checklist

Qualify leads in a consistent, simple way — so sales time goes to real opportunities.

Summary

Most SMEs under-qualify and burn time on bad-fit leads. A 5-minute checklist per lead saves hours downstream.

BANT (classic)

Budget — is there realistic budget for this?
Authority — is this person in the decision path?
Need — does our solution match their problem?
Timeline — are they looking to act within a useful window?

Fit questions

Industry / segment — do we have similar customers?
Team size — too small or too big for our offer?
Technical fit — can our product actually do what they need?
Geographic / language fit

Quality signals (positive)

Specific trigger for looking now
Clear problem statement in their words
Has already looked at alternatives
Decision process transparent

Red flags

"Just exploring" with no timeline or problem
Price as the first and only concern
Vague requirements that keep changing
Refuses to introduce other stakeholders
Aggressive on discounts before seeing scope

Outcomes

Qualified — BANT clear, move to proposal
Nurture — fit but not urgent — add to monthly contact
Disqualified — poor fit — polite close, log lost reason

Frequently asked questions

Should I qualify on first call or second?

First call for budget/timeline; second call for depth. Do not skip qualification just because the lead is "warm".

Next step

Keep exploring related resources to strengthen this area of the business.

Use Sales Meeting Agenda Template

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