Qualify a lead in minutes to decide if it's worth a call or not, with defensible scoring.
The SDR spends a major portion of their time qualifying — often wasting time on unqualified leads. AI enables rapid pre-qualification from public signals (LinkedIn, website, news), scoring by BANT/MEDDIC, and prioritization. The SDR invests their relationship time on high-potential leads. This guide presents the workflow.
Step-by-step Workflow
1
Collect public signals
LinkedIn (position, tenure, posts), company website (size, business, news), Crunchbase (fundraising), Glassdoor (hiring). 5-10 minutes per lead.
2
Score by framework
BANT (Budget, Authority, Need, Timing) or MEDDIC depending on your approach. AI scores each dimension based on collected signals.
3
Identify red flags
Signals that disqualify: company restructuring, poor employer reputation, incompatible technology, excluded sectors from your ICP.
4
Prioritize and route
Top 20% of leads = direct SDR call. Mid 60% = automated nurturing. Bottom 20% = exclusion. Drastically optimizes SDR time.
5
Prepare qualification brief
For top leads: pre-call sheet with context, BANT hypotheses, targeted qualifying questions. The SDR arrives prepared.
Copyable Prompts
BANT qualification from public signals
You are a senior SDR. For this lead:nn**LinkedIn Profile**: [INFO]n**Recent Posts**: [TOP 3]n**Company Website**: [DESCRIPTION + VISIBLE KPIs]n**Recent News**: [LIST]n**My Offer**: [DESCRIPTION]n**ICP**: [DESCRIBE IDEAL PROFILE]nnProduce a BANT qualification:nn1. **Budget**: signals indicating ability to pay (company size, fundraising, sector, market segment)n2. **Authority**: contact's level of authority (final decision-maker / influencer / user / blocker)n3. **Need**: signals indicating real need (mentioned pain point, hiring, news, posts)n4. **Timing**: signals of urgency (displayed priority, upcoming event, restructuring)nnFor each dimension: score /10 + justification + exploitable signalnn**Global Score**: /40nn**Recommendation**: SDR Call / Nurturing / Disqualificationnn**Hypotheses** to verify in call if relevantnnn**Red flags** identified
SDR Pre-call Brief
For this qualified lead:nn[BANT QUALIFICATION]nnProduce a pre-call brief (discovery call 15-20 min):n1. **Opening hook**: 1-2 sentences showing we did our homeworkn2. **3 BANT hypotheses** to validate in priorityn3. **5 targeted open questions** for this profile (not generic)n4. **30-second pitch** tailored to identified pain pointn5. **Anticipate 3 likely objections**n6. **Possible next steps** depending on call outcomen nnObjective: ultra-efficient 20-minute call that clearly qualifies or disqualifies.
Reasoned Disqualification
For this lead:nn[INFO]nnEvaluate whether to disqualify or continue:n1. **ICP Criteria**: match or mismatch on which criteria?n2. **Red flags**: concrete negative signalsn3. **Potential effort** vs **expected impact**n4. **Recommended decision**: disqualify / nurturing / calln5. **Justification** in 3 lines for CRM traceabilitynnnRemain objective: don't disqualify on prejudices, don't keep a lead through blind optimism.
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Claude AI
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Assistant conversationnel d’Anthropic axé sécurité et contexte long. Excellent pour rédaction, analyse, résumés, code et agents. Interface claire, bons résultats en français.
Why : Le plus précis pour la qualification structurée et la formulation de briefs pré-call.
