KI im B2B-Vertrieb: Was im Mittelstand funktioniert und wo es scheitert
Wo KI im Vertrieb echte Ergebnisse liefert und warum 34 % der Mittelständler scheitern. Konkrete Fakten, seriöse Tools, kein Hype.
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// glossary entry
Lead Qualification
What is lead qualification?
Lead qualification is the process of evaluating a lead based on its likelihood of purchase and how well it aligns with your offering. Common frameworks include BANT (Budget, Authority, Need, Timing), MEDDIC, and CHAMP. In practice, a distinction is made between MQL (Marketing Qualified Lead) and SQL (Sales Qualified Lead). A scoring system evaluates leads based on criteria such as industry, company size, role, and interaction signals. At Waterproof Web Wizard, we build lean scoring models for SMEs, three to five criteria in the CRM, without overcomplicating things with marketing automation. Qualification is a filter, not bureaucracy.
// synonyms
- Lead Qualification
- MQL
- SQL
- Lead Scoring
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