Lead Qualification Skill When to Use - New inbound/outbound leads need scoring before SDR outreach. - Marketing Sales handoff requires consistent acceptance criteria. - You must prioritize high-intent signals for limited SDR capacity. - RevOps wants transparent scoring logic tied to pipeline stages. Framework 1. FITS Model – Firmographics, Intent, Timing, Solution Match as core dimensions. 2. Scoring Steps – normalize data, apply weights, set thresholds (80+, 60–79, 40–59, <40), and capture explainability notes. 3. Question Toolkit – pain, authority, budget, timeline prompts to validate scori…