Lead Qualification Criteria and Processes

Objective: To equip learners with the ability to identify and prioritize high-quality leads based on predefined criteria.

Details:
In this topic, learners dive into the specifics of what makes a lead “qualified.” It introduces the BANT framework (Budget, Authority, Need, Timing) and explains how to evaluate leads effectively. Key takeaways include:

• Understanding Lead Scoring: Assigning values to leads based on behaviour, engagement, and demographic fit.
• Red Flags vs. Green Flags: Recognizing which leads are unlikely to convert and which require immediate attention.
• Segmenting Leads: How to categorize leads into hot, warm, and cold tiers for better focus.

Practical examples are provided, such as a potential customer expressing interest in TenaZ products but hesitating to commit. Learners will practice qualifying such leads to determine the appropriate next steps.