Lead Qualification
Lead qualification is the process of checking a prospect against agreed criteria to decide whether they should move forward to sales. Criteria often include ICP fit, role, company size, budget and active intent.
Why it matters
Qualification is what separates real opportunities from curiosity. It keeps sales focused and makes pipeline reporting trustworthy.
Example
A reply is marked qualified only after confirming the contact's role, company fit and that they are exploring a solution now.