Qualified Lead Definition Tool

1. Qualified Lead Definition Tool 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. 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 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