Sales Lead Qualification
Reps waste time when every lead is treated equally. This qualification SOP filters leads against your ideal customer profile and a simple need/timing check, so account executives only spend time on opportunities likely to close.
An SDR researches the lead and checks fit. Poor-fit leads are marked unqualified or nurtured; good-fit leads get outreach and a discovery call, and qualified ones are handed to an AE for a demo.
Import this template into Essoflo to encode your ICP and qualification criteria, connect your CRM and email, and assign the SDR and AE roles.
- Purpose
- Qualify inbound leads against fit and need so reps focus on winnable opportunities.
- Scope
- Applies to all new leads from entry into the CRM through handoff or nurture.
- Steps
- 6 steps & decisions
- Roles & tools
- Sales Development Rep, Account ExecutiveCRM, Email
Step-by-step walkthrough
The same procedure as the diagram above, in reading order — decisions show where each answer leads.
- 1
Enrich & research lead
Gather firmographics and context.
Who: Sales Development Rep·Tools: CRM
- 2
Meets ideal customer profile?
Does the lead fit your target profile?
True → Outreach & discovery call·False → Mark unqualified / nurture
Who: Sales Development Rep
- 3
Outreach & discovery call
Reach out and run a discovery conversation.
Who: Sales Development Rep·Tools: Email
- 4
Qualified on need & timing?
Is there a real need and a reasonable timeline?
True → Hand off to Account Executive·False → Move to nurture sequence
Who: Sales Development Rep
- 5
Hand off to Account Executive
Transfer context and ownership to the AE.
Who: Sales Development Rep·Tools: CRM
- 6
AE schedules demo
Book the product demo with the prospect.
Who: Account Executive
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