Lead Qualification Checklist
Lead qualification establishes the step-by-step criteria to ensure the leads have the highest probability of becoming future customers.
Sales reps need to spend less time on unqualified leads and more time closing.
Sales pipeline are either qualified or disqualified leads, depending on whether or not they meet these criteria. These are designed to separate the potential customers from the dead end leads enabling sales teams to concentrate on prospects who have the highest likelihood of converting.
By breaking down the criteria into more manageable individual tasks the checklist keeps the lead qualification process consistent.
Listing all characteristics and questions that can define your target customer allows you to evaluate and check every box so they are a qualified lead.
Lead Qualification Checklist
Lead Qualification Frameworks
BANT: originally developed by IBM which seeks to uncover the following four pieces of information
- Budget
- Authority
- Need
- Timeline
MEDDIC: Created by Jack Napoli at technology company PTC. Aim to get sales reps to understand all aspect of a target customer purchase process.
- Metrics
- Economic Buyer
- Decision Criteria
- Decision Process
- Identify Pain
- Champion
CHAMP: Challenge ahead of authority to find out information and determine who to reach out to.
- Challenges
- Authority
- Money
- Prioritization
similar to ANUM
ANUM: Determine whether speaking with a decision maker first.
- Authority
- Need
- Urgency
- Money
spin on BANT
FAINT: Many purchase decisions are unplanned.
- Funds
- Authority
- Interest
- Need
- Timing
Related Checklists
Sales Lead Generation Checklist
Sales Lead Generation is the process of sparking interest in your company’s product / service with the aim to increase
Lead Qualification Checklist
Lead qualification establishes the step-by-step criteria to ensure the leads have the highest probability of becoming future customers. Sales reps
Website Copywriting Checklist
Convincing on-the-fence customer to take the step and invest
