Glossary
Qualifying criteria
Standards each sales opportunity must meet in order to be considered “qualified.”
Qualifying criteria can be any useful data point at any of the following levels:
• Company criteria — B2B, B2C, nonprofit, industry, size, revenue, location
• Contact criteria — job title, decision maker, location
• Opportunity criteria — above a minimum revenue threshold that’s specific and well-defined
Good qualifying criteria can be broken down into “if this, then that” statements: If a company is a nonprofit, then it's not qualified. If our primary contact is the COO, then it's qualified.
All sales reps asked to qualify leads need well-defined qualifying criteria and process.
• Company criteria — B2B, B2C, nonprofit, industry, size, revenue, location
• Contact criteria — job title, decision maker, location
• Opportunity criteria — above a minimum revenue threshold that’s specific and well-defined
Good qualifying criteria can be broken down into “if this, then that” statements: If a company is a nonprofit, then it's not qualified. If our primary contact is the COO, then it's qualified.
All sales reps asked to qualify leads need well-defined qualifying criteria and process.