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Marketing qualified lead
- Contact (this is a person matching your ideal customer profile definition)
- Positive response (all responses that are not negative or neutral e.g. ("thumbs up" or "OK") can be considered as positive)
- Meeting booked (communicate the value of the 15 minutes introduction meeting)
Sales qualified Lead
- Bonding and Rapport (don't forget to double-check exact responsibilities and role within the company)
- Up-Front Contract (Gain support and collaboration towards either qualification or disqualification)
- Pain (quantify negative consequences of problems and challenges in monetary terms)
Opportunity
- Goal (clarify attractiveness and quantify positive implications in monetary terms)
- Plan (Best Alternative To a Negotiated Agreement (BATNA); clarify timelines and urgency)
- Budget & Authority (clarify decision making process to know every stakeholder who needs to be involved)
End-game
- Story (present your solution and verify if is 100% a good fit)
- Negotiation (send your proposal and handle final objections)
- Close (gain understanding why the prospects decides to buy or not to buy)