lead qualification

仓库: claude-office-skills/skills
安装量: 158
排名: #5459

安装

npx skills add https://github.com/claude-office-skills/skills --skill 'Lead Qualification'

Lead Qualification Score and qualify leads based on defined criteria to focus sales efforts effectively. Overview This skill helps you: Evaluate leads against qualification criteria Score leads for prioritization Identify deal-breakers and green flags Recommend next actions Maintain consistent qualification Qualification Frameworks BANT (Budget, Authority, Need, Timeline)

BANT Qualification: [Lead Name]

Budget (/25) | Question | Answer | Score | |

|

|

|
|
Defined budget?
|
[Yes/No/Unknown]
|
/10
|
|
Budget range?
|
[$X - $Y]
|
/10
|
|
Budget fits our pricing?
|
[Yes/No]
|
/5
|
**
Budget Score
**
[X]/25

Authority (/25) | Question | Answer | Score | |

|

|

|
|
Decision maker?
|
[Yes/No/Influencer]
|
/10
|
|
Who else involved?
|
[Names/Roles]
|
/5
|
|
Sign-off process?
|
[Description]
|
/5
|
|
Champion identified?
|
[Yes/No]
|
/5
|
**
Authority Score
**
[X]/25

Need (/25) | Question | Answer | Score | |

|

|

|
|
Clear pain point?
|
[Description]
|
/10
|
|
Impact of not solving?
|
[Description]
|
/10
|
|
Using alternatives?
|
[Current solution]
|
/5
|
**
Need Score
**
[X]/25

Timeline (/25) | Question | Answer | Score | |

|

|

|
|
Target implementation?
|
[Date/Quarter]
|
/10
|
|
Urgency level?
|
[High/Medium/Low]
|
/10
|
|
Trigger event?
|
[Description]
|
/5
|
**
Timeline Score
**
[X]/25
**
Total BANT Score
**
[X]/100
**
Qualification
**
[Qualified / Needs Work / Not Qualified] MEDDIC (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion)

MEDDIC Qualification: [Lead Name]

Metrics ** Business impact they expect ** : - [ Metric 1 ] : [Current] → [Target] - [ Metric 2 ] : [Current] → [Target]

Economic Buyer ** Person with budget authority ** : - Name: [Name] - Title: [Title] - Access: [Direct/Indirect/None]

Decision Criteria ** How they'll evaluate solutions ** : 1. [Criterion 1] - Weight: [%] 2. [Criterion 2] - Weight: [%] 3. [Criterion 3] - Weight: [%]

Decision Process ** Steps to purchase ** : 1. [Step 1] - Owner: [Name] - Timeline: [Date] 2. [Step 2] - Owner: [Name] - Timeline: [Date] 3. [Step 3] - Owner: [Name] - Timeline: [Date]

Identify Pain ** Core problem ** : [Description of the pain point] ** Implications of not solving ** : [Business impact]

Champion ** Internal advocate ** : - Name: [Name] - Influence level: [High/Medium/Low] - What they gain: [Personal win]

**
MEDDIC Coverage
**
[X]/6 elements confirmed
**
Deal Health
**
[Strong / At Risk / Weak] GPCTBA/C&I (Goals, Plans, Challenges, Timeline, Budget, Authority, Consequences & Implications)

GPCTBA/C&I: [Lead Name]

Goals What are they trying to achieve? - [Goal 1] - [Goal 2]

Plans How do they plan to achieve it? - [Current plan]

Challenges What's stopping them? - [Challenge 1] - [Challenge 2]

Timeline When do they need to achieve this? - Target: [Date] - Urgency: [High/Medium/Low]

Budget What resources are allocated? - Amount: [Range] - Approved: [Yes/No/Pending]

Authority Who makes the decision? - Decision Maker: [Name] - Influencers: [Names] - Process: [Description]

Consequences (Negative) What happens if they don't solve this? - [Consequence 1] - [Consequence 2]

Implications (Positive) What happens when they succeed? - [Benefit 1] - [Benefit 2] Lead Scoring Model Fit Score (Demographics)

Fit Scoring Criteria

Company Fit (50 points) | Criterion | Points | Lead Value | Score | |

|

|

|

|
|
Industry
|
/15
|
[Industry]
|
|
|
Company Size
|
/15
|
[Employees]
|
|
|
Revenue
|
/10
|
[Revenue]
|
|
|
Geography
|
/10
|
[Location]
|
|
**
Company Fit
**
[X]/50

Contact Fit (50 points) | Criterion | Points | Lead Value | Score | |

|

|

|

|
|
Title/Role
|
/20
|
[Title]
|
|
|
Department
|
/15
|
[Dept]
|
|
|
Seniority
|
/15
|
[Level]
|
|
**
Contact Fit
**
[X]/50
**
Total Fit Score
**
[X]/100 Engagement Score (Behavioral)

Engagement Scoring

Website Activity | Action | Points | Occurrences | Score | |

|

|

|

| | Pricing page view | 10 | [X] | | | Demo request | 25 | [X] | | | Content download | 5 | [X] | | | Blog visit | 2 | [X] | |

Email Engagement | Action | Points | Occurrences | Score | |

|

|

|

| | Email opened | 1 | [X] | | | Link clicked | 3 | [X] | | | Replied | 10 | [X] | |

Event Participation | Action | Points | Occurrences | Score | |

|

|

|

|
|
Webinar attended
|
15
|
[X]
|
|
|
Meeting booked
|
25
|
[X]
|
|
**
Total Engagement Score
**
[X]/100 Output Format Lead Qualification Report

Lead Qualification: [Company/Contact]

Summary | Metric | Value | |

|

| | ** Fit Score ** | [X]/100 | | ** Engagement Score ** | [X]/100 | | ** BANT Score ** | [X]/100 | | ** Overall ** | [X]/100 |

Qualification Status 🟢 ** QUALIFIED ** / 🟡 ** NEEDS NURTURING ** / 🔴 ** NOT QUALIFIED **

Key Findings

✅ Green Flags 1. [Positive indicator] 2. [Positive indicator]

⚠️ Yellow Flags 1. [Concern that needs addressing] 2. [Missing information]

❌ Red Flags 1. [Deal-breaker or major concern]

Gaps to Address | Gap | Question to Ask | Priority | |

|

|

| | [Unknown area] | [Specific question] | High | | [Unknown area] | [Specific question] | Medium |

Recommended Next Steps 1. [Immediate action] 2. [Follow-up action] 3. [Long-term action]

Disqualification Criteria Check

[ ] Below minimum company size

[ ] Outside target geography

[ ] No budget authority

[ ] Timeline > 12 months

[ ] Already using competitor with lock-in
Best Practices
Qualification Tips
Ask open-ended questions
Get context, not just yes/no
Verify, don't assume
Confirm information directly
Document everything
Keep CRM updated
Re-qualify regularly
Situations change
Know when to walk away
Time is valuable Common Mistakes Qualifying too quickly Ignoring red flags Not identifying all stakeholders Assuming budget = ability to buy Forgetting to re-qualify over time Limitations Cannot access CRM data directly Scoring requires defined criteria from user Cannot verify provided information Qualification is guidance, not guarantee Human judgment still essential
← 返回排行榜