Red flags are pointers that it may be time to disqualify a lead as they signal that the lead isn’t very likely to convert. The biggest red flags include a lack of pain points, authority, and enthusiasm.

BANT is lead qualification criteria that take into consideration the lead’s budget, authority, need, and timescale.    Budget refers to whether a lead can afford our product or service.   Authority refers to a lead’s decision-making power within the company.   Need refers to the lead’s pain points and how our offering addresses them.  

You can categorize leads by their place in the sales funnel: top of the funnel, middle of the funnel, or bottom of the funnel.   The top of the funnel (TOFU) consists of cold leads in the awareness stage who have just started learning about your brand.   The middle of the funnel (MOFU) consists

You can categorize leads by their origin: inbound or outbound.    Inbound leads have expressed some interest in your brand, usually by filling out a form on your website, subscribing to your newsletter, or downloading a free resource. They have some awareness of your brand. They are much closer to being a sales qualified lead

Cold leads require further nurturing and education before they purchase your product or service. On the other hand, hot leads are ready to make the decision and should be your priority.