Qualified Lead Definition Tool by demandmetric

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									Qualified Lead Definition Tool
Purpose

This tool was designed to help sales & marketing departments achieve alignment on their
definition of a qualified or highly qualified lead. Be sure to customize the criteria listed
below to build consensus on the profile and activities of top prospects.


Highly Qualified Lead*
Explicit Criteria   Profile, Stage, & Need

Company             Falls within our top 5 industries we serve, based on client-base statistics

Contact             Contact is a decision-maker at Manager, Director, VP, or C-level

Buying Stage        Buying cycle is known; purchase is imminent in next 6-12 months

Need                Explicit need for product/service has been clearly identified by contact

Implicit Criteria   Timeframe, Activity, & Action

Recentness          Active in past 30 days (email open, sales call, page views or downloads)

Activity Level      Viewed 5+ web pages or has opened 3+ email communications

Action              Responded to email with click-through, or agreed to an appointment

Registration        Completed form for free trial, download collateral, view webcast, etc.

Qualified Lead*
Explicit Criteria   Profile, Stage, & Need

Company             Falls within our top 10 industries we serve, based on client-base statistics

Contact             Contact has been identified and information has been verified
Buying Stage          Buying stage unclear

Need                  Need for product/service is unclear

Implicit Criteria     Timeframe, Activity, & Action
Recentness            Active in past 60 days (email open, sales call, web page view or downloads

Activity Level        Viewed at least 2 web pages or has opened at least 1 email communication

Action                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 Doe

Title          VP Sales                          Title         Director, Marketing

Signature                                        Signature

								
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