Sales / Framework Stack

Lead Qualification Template

Run a consistent six-stage qualification pass on each new lead. Keep one copy per lead in your CRM notes.

Lead Info

Lead name / company
Date of first contact
Deal size estimate

Stage 1: BANT Triage

Complete before scheduling discovery. If any two of three fail, route to nurture.

QuestionAnswerResult
Do they have budget allocated in the next 90 days?
Are you speaking to the person who approves this?
Is there a clear reason they are looking now?
BANT gate decision

Stage 2: SPIN Discovery

Situation (their current setup in their own words)
Problem (the dissatisfaction they named)
Implication (the cost they admitted)

They estimated this problem costs them approximately: $ per

Need-Payoff (what they said the solution would be worth)

Stage 3: Challenger Positioning

The insight I will lead with (data they haven't seen)
How I will tailor it to their specific situation
The next step I will prescribe (not ask for)

Stage 4: MEDDIC Qualification

Complete for deals $25K+. Skip for deals under $10K.

PillarNotes
Metrics (quantified outcome)
Economic Buyer (name + spoken to?)
Decision Criteria
Decision Process
Identify Pain (exact words)
Champion
Competition
Paper Process (timeline)

Stage 5: Sandler Up-Front Contract

Pain Funnel depth reached

Stage 6: Gap Selling Proposal Frame

Current state (their words)
Future state (their stated goal)

The gap in dollars: $ / year

Investment: $   Payback period: months

End-of-Week Review

Stage# Passed# StalledFailure Pattern
BANT Triage
SPIN Discovery
Challenger Positioning
MEDDIC Qualification
Sandler Close
Gap Proposal
My weakest stage this week
One thing I will change next week