Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Qualified Lead Definition Tool

896 views

Published on

Get this template plus 350+ other premium business tools & templates at www.demandmetric.com

Qualified Lead Definition Tool

  1. 1. Qualified Lead Definition ToolPurposeThis tool was designed to help sales & marketing departments achieve alignment on theirdefinition of a qualified or highly qualified lead. Be sure to customize the criteria listed belowto build consensus on the profile and activities of top prospects.Highly Qualified Lead*Explicit Criteria Profile, Stage, & NeedCompany Falls within our top 5 industries we serve, based on client-base statisticsContact Contact is a decision-maker at Manager, Director, VP, or C-levelBuying Stage Buying cycle is known; purchase is imminent in next 6-12 monthsNeed Explicit need for product/service has been clearly identified by contactImplicit Criteria Timeframe, Activity, & ActionRecentness Active in past 30 days (email open, sales call, page views or downloads)Activity Level Viewed 5+ web pages or has opened 3+ email communicationsAction Responded to email with click-through, or agreed to an appointmentRegistration Completed form for free trial, download collateral, view webcast, etc.Qualified Lead*Explicit Criteria Profile, Stage, & NeedCompany Falls within our top 10 industries we serve, based on client-base statisticsContact Contact has been identified and information has been verifiedBuying Stage Buying stage unclear
  2. 2. Need Need for product/service is unclearImplicit Criteria Timeframe, Activity, & ActionRecentness Active in past 60 days (email open, sales call, web page view or downloadsActivity Level Viewed at least 2 web pages or has opened at least 1 email communicationAction Responded to email with click-through, or agreed to an appointment Completed form to request free trial, download collateral, view webcast,Registration etc.*Prospects must match at least 5 of 8 criteria to become a qualified or highly qualified lead*By signing below, I agree with these definitions for a qualified & highly qualified lead.Name Sally Smith Name John DoeTitle VP Sales Title Director, MarketingSignature Signature

×