Your criteria, not a template
Start from budget, authority, need, and timeline, or define your own - fleet size, seat count, contract renewal date, current tooling. Each becomes a scorecard row.
Stage 02 · Qualify
Qualification you can read, not just a score you have to trust.
You define what makes a lead qualified. The agent uncovers those facts through conversation, and every fact on the scorecard links back to the moment in the call where the prospect said it.
QualificationWith evidence
Budget
"If it cut our costs" · 01:12
Authority
"I'd be the one signing off" · 01:12
Need
"Most mornings on it" · 00:41
Timeline
Asking about renewal date
How lead qualification works
Budget, authority, need, timeline - in conversation.
Asked in conversation
Questions are woven into the dialogue and follow what the prospect has already said, instead of being read out in a fixed order.
Evidence for every fact
Each confirmed row stores the prospect's words and a timestamp, so a rep can verify why a lead was marked qualified before the meeting.
Qualified, nurture, or disqualified
Rules you set decide what happens when criteria are met, partly met, or clearly not met - book, schedule a follow-up, or close the lead out politely.
Worked example
Explainable qualification
How four scorecard rows were filled during a single call, and where each fact came from.
What you configure
- Qualification criteria and which are required
- Acceptable answers or thresholds for each
- What counts as a disqualifier
- Actions for qualified, nurture, and disqualified outcomes
- Which facts are written to which CRM fields
- 00:41Need · Confirmed
"My planners spend most mornings on it."
- 01:05Objection · Incumbent vendor
"We already use another vendor for this."
- 01:12Authority · Confirmed
"I'd be the one signing off."
- 01:12Budget · Confirmed
"If it cut our costs." Cost-driven, open to reallocating.
- 01:48Timeline · Confirmed
"Before our renewal in March."
- 02:10Result · Qualified
All required criteria met. Booking offered.
Boundaries
Honest limits
The agent will
- Records what the prospect actually said
- Marks a row as unconfirmed when an answer is vague
- Leaves the final judgement visible to your reps
The agent will not
- Infer facts the prospect didn't state
- Pressure a prospect to answer a question they decline
- Collect sensitive personal data you haven't configured it to ask for
Questions
Lead Qualification, answered.
Can we use a framework other than BANT?
Yes. BANT is a starting point. Criteria are fully configurable, so MEDDIC-style fields or your own qualifying questions work the same way.
What if a prospect only answers some questions?
Rows that were not confirmed stay open on the scorecard. Your rules decide whether a partly qualified lead is booked, nurtured, or routed to a rep.
Next in queue
Put your next lead list in the queue.
Sign up and we'll set up your first campaign with you: calling windows, qualification criteria, and an objection playbook in your own words.
- Lead 0418 · Operations leadBooked
- Lead 0419 · Finance headHandled
- Lead 0420 · Opted outSuppressed
- Your first campaignDialing next