I was thinking about all the lead qualification criteria we’ve seen used in B2B lead generation programs and started listing them by category. 

Here’s what I came up with so far:

• Firmographics (Industry, company size, location)
• Demographics (Contact’s title, job function)
• Contactability (Phone number, email address)
• Action taken (Attended webinar, downloaded whitepaper, requested pricing, spent time on particular Web pages)
• Need for your product or service
• Fit (Your products or services meet or exceed their technical, performance, reliability requirements)
• Competition (What other competitors are involved, and can you win against them? )
• Contact’s role in the purchase decision process (Recommender, influencer, decision-maker)
• Timing (Purchase decision timing, implementation timing)
• Availability of funding for the purchase (Has budget, can get budget)
• Size of the opportunity (Quantity needed, revenue potential)

What criteria do you use to determine that leads are qualified as being ready for sales follow-up?

How do those criteria fall into the categories above? Are there additional categories of criteria I should add to the list? I look forward to hearing your thoughts.

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