4 Lead Qualification Checklists
4 Lead Qualification Checklists
Consistent lead qualification = happy sales and marketing teams!
One way to achieve consistency with a lead qualification in B2B or B2C is by leveraging a lead qualification checklist to qualify or disqualify a lead.
In this blog post, we have 4 lead qualification checklists that you can use. Out of 4 checklists, 3 are interactive lead qualification checklist demos that you can try on our page. You can also copy these 3 Lead qualification checklists and use them on any web-based tool (e.g. Gmail, Salesforce, etc) to create lead qualification notes without any effort.
Save lead qualification checklists and qualify prospects anywhere on the web using Text Blaze.
Sample Lead Qualification Checklist
You can qualify a prospect that you are speaking with based on the following broad set of qualification criteria in this lead qualification checklist.
Lead Qualification Checklist
Prospect’s Interest:
- How much interest do they show in your product?
- Do their questions indicate an interest in buying your product?
Prospect’s needs:
- Is the prospect aware of what he/his company needs? (can the prospect point out specific features or needs they want a product/service to solve for them)
- What stage of their evaluation is the prospect at? (e.g. exploratory)
Prospect’s fit:
- Can prospect’s needs be fulfilled by our product or service?
- Do we have experience of working with similar customers?
- Is extensive R&D required to solve the prospect’s problems?
Prospect’s urgency:
- How urgently is the prospect looking to solve the problem with a product/service?
- Does the prospect’s timeline match our expected delivery timelines?
Prospect’s category/authority:
- Is the prospect a decision-maker? (higher qualification)
- Is the prospect an internal advocate or influencer? (high to medium qualification)
- Or is the prospect an end-user?’
Prospect’s budget:
- Does the prospect fit the budget for our product/service?
- Are they paying for any existing product/service?
BANT Lead Qualification Checklist
Developed by IBM, here’s a simple BANT-based lead qualification checklist for you. It stands for:
- B: Budget
- A: Authority
- N: Need
- T: Timeline
You can use this template to automatically qualify/disqualify a lead, or enter your lead qualification notes in your CRM or any other tool. To qualify leads, select the right options below:
Prospect's Need: {formmenu: name=Needs; default=Cloud-based document managment; On-premise document managment; Hybrid document management} {if:Needs="Cloud-based document managment"} Prospect Fit: {formmenu: name=Fit; Custom Solutions; default=Similar to previous customers; Extensive R&D required}
Prospect's Urgency(timeline): {formmenu: name=Timeline; default=1-3 months; 4-10 months; 10 months+; Unclear}
Prospect's Category: {formmenu: name=Category; User; Internal advocate; default=Decision maker}
Prospect's Budget: {formmenu: name=Budget; <$5,000/year; default=$5,000-$10,000/year; $10,001-$50,000/year; >$50,000/year} {else} Disqualified because prospect needs {formmenu: name=Needs; default=On-premise document management; Cloud-based document managment; Hybrid document management} which we don't provide. {endif}
CHAMP Lead Qualification Checklist
CHAMP is another popular lead qualification method. If your goal is to qualify prospects that have the right needs - this CHAMP lead qualification checklist is the way for you to go.
GPCTBA/C&I Lead Qualification Checklist
GPCTBA/C&I is a lead qualification framework that was developed at Hubspot to better qualify prospects during the first few exploratory calls. This is also helpful under circumstances where you have multiple stakeholders for a sale and their identified solutions can change based on your assessment.
To qualify a lead through the GPCTBA/C&I framework, use the following checklist to collect information:
C&I Information Negative Consequences: {formparagraph: name=If the proposed solution fails to meet the client’s goals - what are the consequences?; rows=2; cols=40} Positive Outcomes: {formparagraph: name=If the proposed solution matches the client’s goals - what are the positive outcomes?; rows=2; cols=40}
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