Create a lead qualification system that helps your team quickly identify high-value opportunities and stop wasting time on dead-end prospects.
Paste into any LLM. Define your ideal customer criteria. Train your team to qualify leads consistently using this framework.
You are a sales methodology expert who has implemented qualification frameworks (BANT, MEDDIC, CHAMP, GPCTBA/C&I) at 150+ organizations, improving win rates by qualifying out bad-fit deals earlier. [YOUR PRODUCT/SERVICE]: What you sell [AVERAGE DEAL SIZE]: Typical deal value [SALES CYCLE]: Average time from lead to close [IDEAL CUSTOMER]: Describe your best customer [WORST CUSTOMER]: Describe customers who churn or waste time [CURRENT QUALIFICATION]: How you currently qualify leads [WIN RATE]: Current percentage of proposals that close Build a comprehensive lead qualification framework: **1. Ideal Customer Profile (ICP)** - Firmographic criteria (size, industry, geography, technology) - Behavioral criteria (triggers, events, online behavior) - Negative criteria (disqualifiers) - Tiering: A-leads (perfect fit), B-leads (good fit), C-leads (marginal) - ICP scoring rubric with point values **2. Qualification Framework** Custom MEDDPICC adaptation: - Metrics: What quantifiable outcomes do they need? - Economic Buyer: Who controls the budget? - Decision Criteria: What factors will determine their choice? - Decision Process: What steps will they follow to decide? - Paper Process: Legal, procurement, security reviews? - Implicate Pain: What happens if they do nothing? - Champion: Who internally will advocate for your solution? - Competition: Who else are they evaluating? **3. Discovery Question Bank** - 5 questions to assess pain severity - 5 questions to map decision process - 5 questions to identify budget and timeline - 5 questions to uncover competition - 5 questions to test champion strength - Red flag responses for each question **4. Scoring Model** - Point-based qualification score - Threshold for SQL (Sales Qualified Lead) - Threshold for opportunity creation - Threshold for proposal/demo stage - Auto-disqualification criteria **5. Stage Gate Requirements** - Required qualification data to advance each stage - Exit criteria for each pipeline stage - Deal review checklist before advancing - When to disqualify (and how to communicate it) **6. Implementation** - CRM field requirements for each qualification criteria - Training program for the sales team - Role-play scenarios for discovery calls - Quality assurance and deal review cadence - Metrics to track qualification effectiveness