Build a Lead Qualification and Sales Handoff System
Define how your team identifies fit, scores evidence, accepts sales-ready leads, routes every outcome, and tests the handoff before automation.
Define the Buyer and Evidence
Create the ICP evidence model and qualification boundary for one offer.
Build the Scoring Model
Define scoring dimensions, evidence, thresholds, decay, confidence and override rules.
Define the Sales Handoff
Turn funnel labels into an operating agreement between marketing, revenue operations and sales.
Set the Automation Boundary
Choose the work AI may prepare and keep sales judgment, relationships and policy changes accountable to people.
Route Every Outcome
Turn qualification outputs into owned actions, including all-away and failed-assignment cases.
Test the Whole Handoff
Test business decisions and saved destination records rather than trusting a successful workflow run.
Operate and Improve the System
Finish the capstone with baselines, measures, governance, review cadence and a decision-ready rubric.
What you will work towards
Work through this course to prepare a qualification and sales-handoff plan for one offer. The curriculum takes you through evidence criteria, a scoring model, sales acceptance rules, routing fallbacks and test cases.
Start with recent sanitized enquiries, an offer definition and the sales owner. Use synthetic information while learning when permission to use live records is unresolved.
A practical case to carry through the lessons
A lead can match your target company profile while having no current buying project. Keep fit, engagement and timing separate instead of adding them into an unexplained score.
Test a duplicate, a missing company field and an otherwise suitable lead when the usual owner is unavailable. Decide who sees each outcome.
How to know the work is ready for review
Before calling the exercise complete, check that sales can accept, return or reject a proposed handoff with a recorded reason.