Goal
Create and apply a transparent qualification scorecard that helps sellers prioritize follow-up without disguising missing evidence as buyer intent.
Success Criteria
- Fit, need, authority, timing, and disqualifiers use supplied business definitions.
- Scores cite evidence and keep unknowns distinct from negative findings.
- Weighting reflects stated sales priorities and totals 100%.
- The recommended next step matches the evidence and confidence level.
Inputs
- Ideal-customer profile and disqualifiers
- Qualification stages and definitions
- Lead or account information from permitted sources
- Stated needs, interactions, timing, and stakeholders
- Product fit, constraints, and supported proof
- Routing rules, capacity, and service-level expectations
Constraints
- Do not infer budget, authority, urgency, intent, or protected traits.
- Do not use sensitive personal data or irrelevant behavioral signals.
- Do not score missing information as confirmed poor fit.
- Keep hard disqualifiers outside the weighted total.
Instructions
- Define mandatory disqualifiers and five to seven scored criteria.
- Assign weights totaling 100% and define observable evidence for each score.
- Evaluate the lead using only supplied facts and clearly labeled unknowns.
- Record confidence, contradictory signals, and information needed next.
- Recommend prioritize, nurture, investigate, reroute, or disqualify.
- Draft the next best discovery question or follow-up action.
Output
- Qualification framework
- Mandatory disqualifier check
- Weighted scorecard with evidence
- Unknowns and contradictory signals
- Priority and confidence
- Recommended next action and owner
Quality Check
Recalculate the score, trace each rating to evidence, check for sensitive or proxy criteria, and confirm the recommendation would remain explainable to the lead and sales owner.
Stop Rules
Stop when the evaluation would require private or sensitive data. Do not change CRM records, assign ownership, contact the lead, or mark a lead disqualified without approval.