Lead qualification
Lead qualification is the step that decides whether a lead fits and is ready for sales follow-up, using criteria such as budget, authority, need, and timing, or a team’s own questions.
At a show, the best moment to qualify is the conversation itself. The buyer is in front of your rep, and the answers cost one question each. Wait a week, and the same answers cost you a call the buyer may never take.
What should you qualify on?
The classic set is BANT: budget, authority, need, and timing. Most teams do better with their own qualification questions, the ones your sales team asks on every first call:
- What problem brought them to your booth.
- Which tool they use today.
- When they plan to decide.
- Who else takes part in the decision.
Keep the list to four or five, so your reps ask them all.
How do you use the answers?
Qualification sets the play. Leads that pass go to their owner with a short first-touch deadline. Leads that don’t pass go to a nurture campaign. Put the answers on the lead, so its owner opens the follow-up knowing them.
Where do you find it in FieldXM?
Set your own qualification questions for each event, and your reps see them in the FieldXM mobile app. When a buyer answers one in conversation, FieldXM fills it in on the lead and in its own field in your CRM.
Related terms
- Qualification questionsQualification questions are the short, event-specific questions a team wants every booth lead to answer, such as timeline, budget, or current tool, so the team can compare and prioritize leads after the show.
- Lead heatLead heat is a quick rating of a lead's interest, usually Hot, Warm, or Cold, that the rep records at capture to signal how urgently the follow-up owner should act.
- Lead scoringLead scoring is a method of ranking leads by how likely they are to buy, combining fit signals about the person's company with interest signals from what the person said or did.
- ICP tierAn ICP tier is a fit band derived from an account's ideal-customer-profile score, which sorts a long account list into a few ranked groups so the best-fit accounts get attention first.
- First touchFirst touch is the first recorded sales activity on a captured lead, such as a call, an email, or a sequence enrollment, and the moment that stops its follow-up clock.
See it in FieldXM
- Universal lead captureYour reps keep talking while the FieldXM mobile app writes the notes and fills in your own qualification questions. They scan any badge at any show.
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