Build your lead qualification checklist.

How to build your lead qualification checklist

1. 1

   Describe the job

   Keep a prospect's stated need, timing and missing qualification details visible.

2. 2

   Review the first version

   Choose how the sales representative records the lead and how the account owner reviews the next step.

3. 3

   Refine the views

   Ask First to adjust the fields and views for the people who will use the app.

4. 4

   Test before sharing

   Walk through the process with a sample record and check who owns the next action.

What to include in your lead qualification checklist

• Keep the lead in context

  Keep lead, stated need, budget assumption, timing, qualification owner and next step together so the next person can understand the request or record.

• When the next step needs a decision

  A prospect requests a website but has not identified the person who can approve it. Record the gap and a discovery follow-up rather than marking the opportunity qualified from budget alone.

• Keep next step visible

  Record who can approve the purchase before marking the opportunity qualified.

• Choose what each person needs

  Give the sales representative a working view and the account owner a review view. Keep lead and stated need attached to the decision as the work moves between them.