Catalogue services 35 · 37 · 31
Sales teams waste time on contacts that were never going to buy. We help you write a qualification standard, call and qualify leads against it, score them with rules you can read, and report results with definitions both marketing and sales accept.
Criteria, questions and disqualifiers in writing.
Brief and script used for qualification calls.
Contacts called and assessed.
Transparent rules combining stated answers and profile data.
Outcomes per source and stage.
Marketing and sales agree definitions.
Write the brief and questions.
Qualify each lead and record answers.
Apply rules and flag uncertainty.
Compare accepted and rejected handoffs.
Written criteria and disqualifiers.
Brief and questions.
Answers, score, uncertainty and next step.
Qualified share per source.
| Step | Outcome | Depends on |
|---|---|---|
| Workshop | Definitions agreed | Marketing and sales availability |
| Specification | Brief approved | Your review |
| Qualification | Leads processed | Lead volume |
| Review | Monthly calibration | Sales feedback |
Calibration is part of the service: definitions are checked against sales outcomes.
| Metric | Definition |
|---|---|
| Qualified rate | Share of leads meeting all criteria |
| Acceptance rate | Qualified leads accepted by sales |
| Unreachable | Leads not reached after the agreed attempts |
| Score accuracy | Accepted share by score band |
Hypothetical scenario
A software company gets leads from ads, events and a partner. Sales accepts few of them. We run a workshop, write a three-criterion standard and qualify all sources by phone.
Monthly reports show which source produces accepted leads, and the partner agreement is adjusted accordingly.
Rules may be applied automatically, but they are readable and reviewed by people where decisions matter.
Yes, through a documented change so reports stay comparable.
