Lead Qualification Playbook

SELECT leadid, subject, firstname, lastname, fullname, companyname, jobtitle,
       emailaddress1, telephone1, mobilephone, description,
       leadsourcecode, industrycode, numberofemployees, revenue,
       budgetstatus, budgetamount, need, purchasetimeframe, purchaseprocess,
       decisionmaker, leadqualitycode, msdyn_leadscore, msdyn_leadgrade,
       estimatedamount, estimatedclosedate, qualificationcomments,
       createdon, modifiedon, statecode, statuscode, ownerid
FROM lead
WHERE leadid = '[lead_id]'

SELECT activityid, subject, activitytypecode, createdon, description, statecode
FROM activitypointer
WHERE regardingobjectid = '[lead_id]'
ORDER BY createdon DESC

LEAD QUALIFICATION WORKSHEET
════════════════════════════════════════════════════
Lead: [fullname] at [companyname]
Title: [jobtitle]
Source: [leadsourcecode]
Created: [createdon]
Current Grade: [msdyn_leadgrade]
AI Score: [msdyn_leadscore]/100

CURRENT BANT STATUS:
════════════════════════════════════════════════════
Budget:    [budgetstatus] - [budgetamount if set]
Authority: [decisionmaker status]
Need:      [need]
Timeline:  [purchasetimeframe]
Process:   [purchaseprocess]

If budgetstatus is NULL or 0 (No Budget):
- "Do you have budget allocated for this initiative?"
- "What's the approval process for projects like this?"
- "Have you invested in similar solutions before? What was the range?"

If budgetstatus is 1 (May Buy):
- "Is budget already approved, or does it need to go through a process?"
- "Who needs to sign off on the budget?"
- "What's your target investment range?"

If budgetstatus is 2 (Can Buy):
- "What's the specific budget you're working with?"
- "Are there any constraints on timing of spend?"

Based on responses, update lead record:
- budgetstatus: [0-3 based on response]
- budgetamount: [$ amount if confirmed]
- qualificationcomments: Append budget notes

If decisionmaker is NULL or false:
- "Who else is involved in evaluating solutions like ours?"
- "What's the decision-making process at [companyname]?"
- "Will you be the one signing the contract, or is there another stakeholder?"

If jobtitle suggests individual contributor:
- "Who on your team would champion a project like this?"
- "Does your manager know you're exploring solutions?"
- "Who would need to approve moving forward?"

Based on job title and responses, classify:
- Economic Buyer (signs checks): C-level, VP, Director
- Technical Buyer (evaluates): Manager, Sr. Engineer, Architect
- User Buyer (end user): Analyst, Associate, Individual Contributor
- Champion (internal advocate): Any level, shows enthusiasm
- Blocker (potential resistance): IT Security, Procurement

Update lead record:
- decisionmaker: true/false (is this person the decision maker?)
- qualificationcomments: Append "Decision Process: [notes]"
- description: Add stakeholder mapping if multiple people mentioned

Consider creating related contacts if additional stakeholders identified

If need is NULL or 3 (No need):
- "What prompted you to look into [solution type] now?"
- "What challenges are you trying to solve?"
- "What happens if you don't address this?"

If need is 2 (Good to have):
- "How is this problem impacting your business today?"
- "What's the cost of inaction?"
- "Is this tied to any strategic initiatives?"

If need is 0-1 (Strong need):
- "Can you quantify the impact of this problem?"
- "What have you tried before to solve this?"
- "What would success look like?"

Update lead record:
- need: [0-3 based on response]
- description: Append pain points and requirements
- qualificationcomments: Append need summary

If purchasetimeframe is NULL or 4 (Unknown):
- "When are you looking to have a solution in place?"
- "Is there a specific event or deadline driving this?"
- "What happens if this slips to next quarter/year?"

If purchasetimeframe is 2-3 (Next Quarter/This Year):
- "What's driving that timeline?"
- "Is there flexibility, or is it a hard deadline?"
- "What needs to happen between now and then?"

If purchasetimeframe is 0-1 (Immediate/This Quarter):
- "What's the compelling event?"
- "What could delay the decision?"
- "Who needs to be involved to meet that timeline?"

Update lead record:
- purchasetimeframe: [0-4 based on response]
- estimatedclosedate: Set based on timeline
- qualificationcomments: Append timeline notes and compelling event

Query industry and size signals:
- industrycode: Does it match target industries?
- numberofemployees: Is company size in range?
- revenue: Does revenue indicate right market segment?

- "How many people would use this solution?"
- "What systems would this need to integrate with?"
- "Are you currently using any similar tools?"
- "What's your technology stack?"

Use update_record tool with tablename: lead

Update these fields based on discovery:
{
  "leadqualitycode": [1=Hot, 2=Warm, 3=Cold],
  "budgetstatus": [0-3],
  "budgetamount": [if confirmed],
  "need": [0-3],
  "purchasetimeframe": [0-4],
  "purchaseprocess": [0=Individual, 1=Committee, 2=Unknown],
  "decisionmaker": [true/false],
  "estimatedamount": [deal value estimate],
  "estimatedclosedate": [based on timeline],
  "qualificationcomments": "[Updated qualification notes]",
  "description": "[Updated with pain points and requirements]"
}

RECOMMENDATION: QUALIFY TO OPPORTUNITY
════════════════════════════════════════════════════
This lead is well-qualified. Recommended actions:

1. Convert to Opportunity
   - Create opportunity with extracted BANT data
   - Set appropriate sales stage (Qualify or Develop)
   - Link to existing or new Account

2. Create Account (if new company)
   - Use companyname, industrycode, revenue, numberofemployees

3. Create Contact
   - Use lead's contact information
   - Set accountrolecode based on authority assessment

4. Schedule Next Activity
   - Book discovery call or demo
   - Invite decision maker if different from lead

RECOMMENDATION: CONTINUE NURTURING
════════════════════════════════════════════════════
This lead has potential but gaps exist:

Gap Analysis:
- [List specific gaps, e.g., "Budget not confirmed"]
- [e.g., "Decision maker not identified"]

Recommended Actions:
1. Schedule follow-up call to address gaps
2. Send relevant content to build value
3. Request introduction to additional stakeholders

Create Task:
- Subject: "Follow-up: Address qualification gaps"
- Due: [appropriate date]
- Description: [specific gap to address]

RECOMMENDATION: LONG-TERM NURTURE
════════════════════════════════════════════════════
This lead is not ready for active pursuit:

Issues:
- [List significant gaps]

Recommended Actions:
1. Add to nurture campaign
2. Set re-engagement reminder for [timeline]
3. Continue light-touch engagement

Update Lead:
- statuscode: 2 (Contacted)
- Set follow-up date in future

RECOMMENDATION: DISQUALIFY
════════════════════════════════════════════════════
This lead does not meet qualification criteria:

Disqualification Reasons:
- [Specific reasons, e.g., "No budget and no timeline"]

Recommended Actions:
1. Mark lead as disqualified
2. Document reason for future reference
3. Consider referral if poor fit for us but good fit for partner

Update Lead:
- statecode: 2 (Disqualified)
- statuscode: 6 (No Longer Interested) or appropriate code
- qualificationcomments: "Disqualified: [reason]"

Use create_record with tablename: account
{
  "name": "[companyname]",
  "telephone1": "[telephone1]",
  "emailaddress1": "[company email domain]",
  "industrycode": "[industrycode]",
  "numberofemployees": "[numberofemployees]",
  "revenue": "[revenue]",
  "address1_line1": "[address]",
  "address1_city": "[city]",
  "address1_stateorprovince": "[state]",
  "address1_postalcode": "[postal]"
}

Use create_record with tablename: contact
{
  "firstname": "[firstname]",
  "lastname": "[lastname]",
  "jobtitle": "[jobtitle]",
  "emailaddress1": "[emailaddress1]",
  "telephone1": "[telephone1]",
  "mobilephone": "[mobilephone]",
  "accountid": "[new account id]",
  "accountrolecode": [1=Decision Maker, 2=Employee, 3=Influencer]
}

Use create_record with tablename: opportunity
{
  "name": "[Deal name based on subject]",
  "customerid": "[account or contact id]",
  "estimatedvalue": "[estimatedamount from lead]",
  "estimatedclosedate": "[estimatedclosedate from lead]",
  "budgetstatus": "[budgetstatus]",
  "need": "[need]",
  "purchasetimeframe": "[purchasetimeframe]",
  "purchaseprocess": "[purchaseprocess]",
  "decisionmaker": "[decisionmaker]",
  "description": "[description from lead]",
  "currentsituation": "[current situation notes]",
  "customerneed": "[customer needs from discovery]",
  "originatingleadid": "[leadid]",
  "salesstage": 0 (Qualify)
}

Use update_record with tablename: lead
{
  "statecode": 1 (Qualified),
  "statuscode": 3 (Qualified),
  "qualifyingopportunityid": "[new opportunity id]"
}

LEAD QUALIFICATION WORKSHEET
Lead: John Smith at Contoso
Current Score: 55/100 (Warm)

GAPS IDENTIFIED:
- Budget: Unknown (ask about allocated budget)
- Authority: Unclear (confirm decision-making process)

RECOMMENDED QUESTIONS:
1. "Do you have budget allocated for this initiative?"
2. "Who else is involved in evaluating solutions?"

NEXT STEP: Schedule discovery call to complete qualification

QUALIFICATION ASSESSMENT: READY TO CONVERT ✅
Score: 82/100
- Budget: Will Buy ($75K confirmed)
- Authority: Decision maker confirmed
- Need: Must have (pain point documented)
- Timeline: This Quarter

RECOMMENDATION: Convert to opportunity. Strong qualification signals.

DISQUALIFICATION RECOMMENDED
Reason: No Longer Interested (statuscode: 6)
- No response to 5 outreach attempts over 60 days
- Last activity: Email bounced

ACTION: Add to marketing nurture campaign for re-engagement in 6 months