This can help you identify which leads may need more nurturing or which ones are ready to be contacted by sales. Want to learn more? We have a lead qualification guide that dives into this process more deeply. What Are Inbound Lead Qualification Frameworks? Inbound lead qualification frameworks give you a set of structured criteria that help you evaluate each lead’s buying potential. To use them, you assign each lead a score for each of the framework’s criteria (typically based on explicit and implicit signals). Then, you score each lead by adding up the scores and comparing them to a set threshold.
Here are some popular frameworks: BANT This is the quickest and easiest way to qualify leads. BANT stands for: Budget: What’s the lead’s budget? Authority: What’s the lead’s decision-making power? Need: Does the lead need your offer? Timeframe: When will the lead be ready to make a decision? ANUM This framework is similar to BANT but places more emphasis on new zealand phone number list urgency and money. Here’s a breakdown: Authority: What’s the lead’s decision-making power? Need: How badly does the lead need your offer? Urgency: Does the lead need to make a decision quickly? Money: What’s the lead’s budget? MEDDIC This is a great one for complex, high-value sales.
MEDDIC stands for: Metrics: What are the lead’s key performance indicators? Economic Buyer: Who holds the budget and decision-making power? Decision Criteria: What factors does the lead consider when making a decision? Identify Pain Points: What problems is the lead facing that your offer can solve? Champion: Who within the organization will advocate for your solution? FAINT This is a good one for TOFU leads, where gauging interest and fit is important. It stands for: Funds: What’s the lead’s budget? Authority: What’s the lead’s decision-making power? Interest: How interested is the lead in your offer? Need: Does the lead need your offer? Timing: When will the lead be ready to make a decision? Best Practices for Qualifying Inbound Leads Effectively Collect Qualifying Information From The Get-Go Before you can qualify leads effectively, you need information.