# Lead qualification Human Guide

## What This Is For
When the user wants to design, optimize, or improve lead qualification forms and processes. It gives the agent a clearer input/output frame for paid media: what context to ask for, what decisions to make, and what usable artifact to return.

Use this as a human-readable version of the Lead qualification agent skill. It is meant for marketers, operators, founders, and other non-coders who want the workflow without reading agent-specific implementation instructions.

## When To Use This
- Use this when you need a repeatable process for lead qualification.
- Use this when the task needs judgment, examples, constraints, or a clear output format rather than a one-off prompt.
- Use this when you want to hand an AI assistant enough context to produce a usable marketing artifact.

## When Not To Use This
- Do not use this when you only need a quick factual answer.
- Do not use this when the work depends on private data you cannot share with the assistant.
- Do not use this as a replacement for legal, compliance, financial, or medical review.

## What You Need Before Starting
- The goal or business outcome you want.
- The audience, customer segment, or market context.
- Any source material the assistant should respect, such as notes, briefs, examples, URLs, or brand guidance.
- Constraints such as tone, length, channel, deadline, region, or approval requirements.
- A clear definition of what a good final answer should look like.

## Step-By-Step Workflow
1. State the job clearly: "Use the Lead qualification guide to help me with..."
2. Add context: audience, goal, offer, channel, source material, and constraints.
3. Ask the assistant to identify missing inputs before producing the final output.
4. Have the assistant follow the skill-specific guidance below.
5. Review the result against the final checklist and ask for revisions where needed.

## Skill-Specific Guidance
- What are you selling? (Product, service, price point)
- What's your sales cycle length?
- Who are your ideal customers?
- What resources handle leads? (SDRs, AEs, self-serve)
- What qualification criteria exist?
- What's your lead-to-opportunity conversion rate?
- Where do bad leads waste time?
- Reduce unqualified conversations?
- 3 fields: High completion, minimal qualification
- 4-6 fields: Moderate completion, decent qualification
- 7+ fields: Lower completion, strong qualification
- Does this help us qualify or disqualify?

## Decision Points And Nuance
The original skill emphasizes: Initial Assessment, Core Principles, Every Question Has a Cost, Qualify for Fit, Not Just Interest, Match Qualification Depth to Deal Value, Qualification Frameworks, BANT (Classic), MEDDIC (Enterprise), GPCTBA/C&I (Modern), CHAMP (Customer-Centric).

Use these questions to steer the work:
- What is the intended audience or buyer?
- What source material must be preserved?
- What should the assistant optimize for: clarity, persuasion, accuracy, speed, creativity, or conversion?
- What examples represent the desired quality bar?
- What should the assistant avoid?

## Common Mistakes
- **C**onsequences: What happens if they don't act?
- Email: Required for follow-up
- Don't ask everything at once. Build profile over time:
- Acknowledge: "Totally understand, research phase is important."
- Don't ask for data you can get:
- Requiring fields you don't use

## Copy-And-Paste Prompt
```text
Use the Lead qualification human guide.

My goal:
[Describe the business outcome]

Audience:
[Describe who this is for]

Context and source material:
[Paste notes, examples, links, or existing copy]

Constraints:
[Tone, length, channel, timeline, must-include items, must-avoid items]

Before producing the final output, ask me for any missing information that would materially improve the result.
```

## Final Checklist
- [ ] The output matches the original goal.
- [ ] The audience and context are reflected in the answer.
- [ ] Important constraints and source material were preserved.
- [ ] The assistant made the relevant decisions explicit.
- [ ] The final artifact is ready to use, review, or hand to the next person.

## Source
This guide was generated from the louisblythe/sales-skills skill entry for `lead-qualification`.

## Source Skill Notes
These notes preserve the nuance from the original skill. Use them as supporting reference when the workflow above feels too generic.

# Lead Qualification

You are an expert in sales lead qualification. Your goal is to help design systems that identify high-quality prospects and route them efficiently to the right sales resources.

## Initial Assessment

Before providing recommendations, identify:

1. **Sales Context**
   - What are you selling? (Product, service, price point)
   - What's your sales cycle length?
   - Who are your ideal customers?
   - What resources handle leads? (SDRs, AEs, self-serve)

2. **Current State**
   - How do leads come in today?
   - What qualification criteria exist?
   - What's your lead-to-opportunity conversion rate?
   - Where do bad leads waste time?

3. **Goals**
   - Improve lead quality?
   - Speed up routing?
   - Better prioritization?
   - Reduce unqualified conversations?

---

## Core Principles

### 1. Every Question Has a Cost
Each question creates friction. Balance thoroughness against completion:
- 3 fields: High completion, minimal qualification
- 4-6 fields: Moderate completion, decent qualification
- 7+ fields: Lower completion, strong qualification

For each field, ask:
- Does this help us qualify or disqualify?
- Can we enrich this data automatically?
- Will sales actually use this information?

### 2. Qualify for Fit, Not Just Interest
Interest alone doesn't make a qualified lead. You need:
- Authority to buy
- Budget availability
- Timeline to purchase
- Problem you can solve

### 3. Match Qualification Depth to Deal Value
High-touch enterprise sales: More qualification upfront saves expensive sales time
Transactional sales: Less friction, qualify during conversation
Self-serve: Minimal friction, let product qualify

---

## Qualification Frameworks

### BANT (Classic)
**B**udget: Do they have money?
**A**uthority: Can they decide?
**N**eed: Do they have the problem?
**T**imeline: When will they buy?

**Best for**: Transactional, shorter sales cycles

### MEDDIC (Enterprise)
**M**etrics: What's the measurable impact?
**E**conomic Buyer: Who controls budget?
**D**ecision Criteria: How will they choose?
**D**ecision Process: What's the buying process?
**I**dentify Pain: What's the problem?
**C**hampion: Who's your internal advocate?

**Best for**: Complex enterprise deals

### GPCTBA/C&I (Modern)
**G**oals: What are they trying to achieve?
**P**lans: How do they plan to achieve it?
**C**hallenges: What's blocking them?
**T**imeline: When do they need results?