Quick Lead Qualification Check-list

This is the last week of the quarter and reality hits this week. Here’s a quick check-list to review on your forecasted opportunities. Best of luck!

25%: Need Established

• The prospect has admitted a need for your product.
• The decision-maker has been identified but not yet contacted.
• Pricing has not been discussed.
• Technical issues have not been discussed.
• Competition has not yet been identified.

50%: Competitors Identified

• The competitors have been identified. A vendor has not yet been selected. The sales process has begun.
• Literature has been sent.
• The prospect has downloaded information off your Web site.
• The specific needs have been determined and outlined.
• The appropriate solution has been proposed and linked to the customer’s needs.
• The decision-maker has been identified and contacted live (not by voicemail).
• Pricing issues have been analyzed and are acceptable to customer.
• The budget cycle has been defined and documented.
• The timeframe has been discussed.
• The purchasing process has been defined and documented.
• All previous criteria have been met: 25%.

75%: Service Selected

• The customer has selected your service/product.
• The customer has communicated a possible intent to purchase.
• The committee is leaning towards a final product decision very soon.
• The funding is secured and approved.
• The contact has the authority to buy.
• Other contacts within the decision-making committee have been identified.
• The only outstanding items are the formal approval and PO timeframe.
• All previous criteria have been met: 50% and 25%.

90%: Verbal Commitment
You’ve received a verbal commitment to receive a PO by a certain date. All previous criteria have been met: 75%, 50% and 25%.

100%: Done Deal
An order has been received and booked into the system. It’s a closed deal. All previous criteria have been met: 90%, 75%, 50% and 25%.