lead-qualification
Use when evaluating ICP fit, buying intent, and routing priority for new leads.
When & Why to Use This Skill
The Lead Qualification skill is designed to optimize the sales pipeline by systematically evaluating Ideal Customer Profile (ICP) fit, buying intent, and routing priority for new leads. By implementing the FITS model (Firmographics, Intent, Timing, and Solution Match), this skill provides a data-driven framework for lead scoring, ensuring that high-value prospects are prioritized for SDR outreach while maintaining transparent logic for RevOps and Sales teams.
Use Cases
- Inbound Lead Scoring: Automatically evaluate and score new inbound leads to ensure high-intent prospects are fast-tracked to Sales Development Representatives (SDRs).
- Marketing-to-Sales Handoff: Standardize lead acceptance criteria to ensure a seamless transition between marketing and sales teams with consistent scoring logic.
- Sales Pipeline Prioritization: Help teams with limited SDR capacity focus on leads with the highest conversion potential based on intent signals and ICP alignment.
- CRM Data Enrichment: Generate detailed qualification notes and recommended CTAs to attach to CRM records, providing Account Executives with actionable insights for follow-up.
| name | lead-qualification |
|---|---|
| description | Use when evaluating ICP fit, buying intent, and routing priority for new leads. |
Lead Qualification Skill
When to Use
- New inbound/outbound leads need scoring before SDR outreach.
- Marketing > Sales handoff requires consistent acceptance criteria.
- You must prioritize high-intent signals for limited SDR capacity.
- RevOps wants transparent scoring logic tied to pipeline stages.
Framework
- FITS Model – Firmographics, Intent, Timing, Solution Match as core dimensions.
- Scoring Steps – normalize data, apply weights, set thresholds (80+, 60–79, 40–59, <40), and capture explainability notes.
- Question Toolkit – pain, authority, budget, timeline prompts to validate scoring inputs.
- Routing Logic – map scores to AE handoff, SDR follow-up, nurture, or recycle.
- Handoff Checklist – verify CRM data, attach notes/enrichment, include recommended CTA, start AE SLA timer.
Templates
- Fit scoring sheet (CSV) with weight columns and notes.
- Intent signal decoder (G2 topics → pains) for faster scoring.
- Playbooks for inbound vs outbound vs PQL models.
- Handoff checklist doc for SDRs.
Tips
- Review weights quarterly with RevOps to match evolving ICP.
- Keep explainability notes so AEs trust automated scores.
- Pair scoring with QA sampling to catch bad data feeds early.
- Share top intent triggers weekly so marketing can reinforce them.