Sales Qualification

Scope

Covers

• Defining what “qualified” means for your business (fit + need + access + urgency)
• Writing explicit disqualification rules to avoid time sinks
• Creating a qualification scorecard that produces consistent decisions across reps
• Designing a discovery/qualification call script that surfaces deal reality quickly
• Setting stage exit criteria + “no next step, no stage” pipeline hygiene rules
• Implementing a lightweight rollout + measurement plan for adoption

When to use

• “Our pipeline is full but nothing closes—help us qualify better.”
• “Create a lead qualification scorecard and disqualification criteria.”
• “Write a discovery/qualification script for SDRs/AEs.”
• “Define stage exit criteria so deals don’t rot in CRM.”
• “We’re spending time on bad-fit leads—create rules to stop it.”