Lead Management & Qualification

A sales qualification framework (Budget, Authority, Need, Timeline) for identifying decision-ready prospects quickly.

A detailed profile of the typical decision-maker or influencer who buys your product, capturing their goals, challenges, behaviors, and decision criteria.

An Ideal Customer Profile (ICP) is a detailed description of the company types and buyer personas that represent the highest fit, value, and profitability for a product or service.

Any individual or company that has expressed interest in a company's offering through marketing activities, inbound inquiries, or outbound prospecting efforts.

The process of evaluating leads against criteria like budget, authority, need, and timeline to identify sales-ready prospects worth pursuing.

A data-driven method that gives numerical scores to leads based on fit (demographics) and behavior (actions) to rank and prioritize sales-ready opportunities.

A sales qualification framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion) for qualifying complex enterprise deals.

A framework (Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Implications of Pain, Compelling Event, Champion) for qualifying $500K+ enterprise deals.

A lead that has met specific behavioral and demographic scoring thresholds, indicating readiness for sales engagement.

A lead identified by real usage of the product, such as activation, feature adoption, or team expansion. PQL status indicates readiness for a sales conversation.

An MQL that the sales team has reviewed for agreed-upon criteria, and taken ownership of for qualification and progression.

A lead who has progressed through initial marketing qualification and confirmed sales readiness through live discovery conversations.

An individual company identified as high-fit for the product based on ICP criteria, selected for focused account-based marketing (ABM) and sales efforts.