How to Qualify B2B Leads Without Wasting Sales Time

## Why Traditional Qualification Is Broken BANT was designed for a world where salespeople controlled information. ## Signal-Based Qualification - Visited pricing page → High intent - Downloaded case study → Evaluating solutions - Multiple stakeholders engaging → Buying committee forming - Recent funding round → Budget available ## Lead Scoring Model | Signal | Points | |--------|--------| | Matches ICP firmographics | +20 | | Decision-maker title | +15 | | Replied to outreach | +15 | | Wrong industry/size | -20 | MQL threshold: 40 points. Set up lead scoring.