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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.

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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:

  1. How much interest do they show in your product?
  2. Do their questions indicate an interest in buying your product?

Prospect’s needs:

  1. 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)
  2. What stage of their evaluation is the prospect at? (e.g. exploratory)

Prospect’s fit:

  1. Can prospect’s needs be fulfilled by our product or service?
  2. Do we have experience of working with similar customers?
  3. Is extensive R&D required to solve the prospect’s problems?

Prospect’s urgency:

  1. How urgently is the prospect looking to solve the problem with a product/service?
  2. Does the prospect’s timeline match our expected delivery timelines?

Prospect’s category/authority:

  1. Is the prospect a decision-maker? (higher qualification)
  2. Is the prospect an internal advocate or influencer? (high to medium qualification)
  3. Or is the prospect an end-user?’

Prospect’s budget:

  1. Does the prospect fit the budget for our product/service?
  2. 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:

Lead Qualification Checklist

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}

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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.

Lead qualification checklist 2
Challenge: {formtext: name=How we can help the prospect?; cols=25} Authority: {formtext: name=Is prospect the right contact for this sale at his company?; cols=46} Money: {formtext: name=How much does the prospect have to invest in our product/service?; cols=45} Prioritization: {formtext: name=Prospect's timeline for implementing the product/service?; cols=46}
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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:

Lead qualification checklist 3
GPCTBA Information Goals: {formparagraph: name=Add prospect's goals here; rows=1; cols=24} Plans: {formparagraph: name=Add prospect's plans/solutions here; rows=1; cols=24} Challenges: {formparagraph: name=Add prospect's challenges here; rows=1; cols=24} Timeline: {formparagraph: name=Add prospect's timeline here; rows=1; cols=24} Budget: {formparagraph: name=How much will the prospect have to invest? How will this help them?; cols=36; rows=2} Authority: {formparagraph: name=How are you going to communicate budget and goals with the stakeholders?; rows=2; cols=36}

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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