• Ssemujju Lewis E

What Is Lead Qualification?

Lead Qualification is a crucial step in the sales pipeline stages. An opportunity is identified with a potential customer, and a record is created as the first step to closing a deal successfully.

The more information you have about your leads, the easier you will help them along the buyer journey. This information can range from the industry to social media activity, with help from tools like LeadSpace and LeadGenius can come in handy here.

It would be best to separate the leads that are ready to buy from those still in the awareness stage. Then, you will be able to sort the hot leads from the cold leads. This will save your team a lot of time.

Here are a few reasonable indications they are ready to convert:

  • They've visited several pages on your website, including your pricing or services page.

  • They've downloaded/signed up for a lead magnet.

  • They are reading comparison pages.

The Lead Qualification Process

Lead qualification helps you determine which of the collected leads are interested in what you are selling and are willing to go ahead and make the purchase. Selecting the potential of buyers allows you to communicate more precisely with users, reducing the time from becoming acquainted with the product to purchase. Segmenting your leads will enable you to build more personalized communication.


This is the information-gathering stage, where the marketing team collects data on leads and assesses whether they are a perfect fit for the company.

  • Unqualified leads are deemed unfit for your product and not considered for the next stages.

  • Marketing Qualified leads have shown interest in your products and are welcome to receive resources about your products.

  • Product Qualified leads have interacted with your product and signed up for the free trial.

  • Conversion Qualified leads have submitted information and set up a call independently.

Sales call with prospects.

The sales rep will be needed at some point to engage with the leads and ask questions that will inform the qualification of the leads.

These questions rotate about:

  • Are they interested in buying?

  • Do they have a use for the product or service you’re offering?

  • Do they have the money to buy what you’re offering?

  • Is this the right time to buy?