Lead Qualification Scorecard
Qualify leads consistently with this BANT-based scorecard. Score budget, authority, need, and timeline to prioritize sales follow-up effectively.
Lead Qualification Scorecard
Inconsistent qualification is the fastest way to waste sales capacity. This scorecard gives your team a shared language and scoring system for evaluating every inbound and outbound lead.
BANT+ Scoring Model
Each dimension is scored 1-5. A lead must score 12+ to be considered Sales Qualified.
Budget (1-5)
| Score | Criteria |
|---|---|
| 1 | No budget identified, no purchasing authority |
| 2 | Budget exists but is allocated elsewhere |
| 3 | Budget is available but not yet approved for this |
| 4 | Budget approved and within your price range |
| 5 | Budget confirmed, procurement process understood |
Authority (1-5)
| Score | Criteria |
|---|---|
| 1 | Contact is an individual contributor with no influence |
| 2 | Contact can recommend but has no decision power |
| 3 | Contact is a manager who influences the decision |
| 4 | Contact is a director/VP who owns the budget |
| 5 | Contact is the economic buyer or has C-level sponsor engaged |
Need (1-5)
| Score | Criteria |
|---|---|
| 1 | No identified need — just browsing or researching |
| 2 | Acknowledges a general problem but no urgency |
| 3 | Has a specific pain point your solution addresses |
| 4 | Pain is acute and they are actively seeking solutions |
| 5 | Problem is costing them measurable revenue or time |
Timeline (1-5)
| Score | Criteria |
|---|---|
| 1 | No timeline — “maybe someday” |
| 2 | Planning to evaluate in 6-12 months |
| 3 | Evaluating solutions this quarter |
| 4 | Decision expected within 30 days |
| 5 | Ready to buy now, urgency is clear |
Fit (Bonus: 0-5)
| Score | Criteria |
|---|---|
| 0 | Outside ICP entirely |
| 2 | Partial ICP match |
| 5 | Perfect ICP fit across all dimensions |
Qualification Tiers
| Total Score | Tier | Action |
|---|---|---|
| 20-25 | Hot SQL | Fast-track to AE, book demo within 48 hours |
| 15-19 | Warm SQL | Assign to AE, schedule discovery call |
| 12-14 | MQL | Continue nurture, SDR qualification call needed |
| 8-11 | Developing | Marketing nurture sequence |
| Below 8 | Unqualified | Disqualify or return to awareness campaigns |
Qualification Questions by Dimension
Budget: “Have you set aside a budget for solving this problem?” Authority: “Who else would be involved in this decision?” Need: “What happens if you do not solve this in the next 6 months?” Timeline: “When are you looking to have a solution in place?” Fit: Assessed internally using enrichment data, not asked directly.
Scrapine’s AI lead scoring pre-qualifies leads using firmographic and behavioral data, so your SDRs start every conversation with context on fit and intent.