Lead Qualification Process Development
Overview
Chris is developing a lead qualification automation system for Citrus America. The project involves designing a form structure to capture qualification data and building automation logic that advances leads through lifecycle stages based on their responses. A follow-up meeting was scheduled for 5:30 PM on 2025-10-09 to finalize implementation details.
This work surfaced during the [1].
Context
Citrus America needs a structured process to qualify inbound leads and automatically update their lead status/lifecycle stage as qualification criteria are met. The goal is to reduce manual triage and ensure leads are moved through the funnel (e.g., Lead → MQL → SQL) based on defined criteria such as BANT (Budget, Authority, Need, Timeline).
Key Decisions
- Automation approach confirmed: When a lead meets the criteria for a given lifecycle stage, an automation will change their lead status automatically — no manual update required.
- Form structure is flexible: Chris can choose between individual forms per stage (Lead, MQL, SQL, BANT) or a single continuous workflow form. Mark indicated either approach is acceptable; Chris to decide based on implementation preference.
- Weighting logic to be defined: The 5:30 PM meeting was intended to determine how answers are weighted to qualify leads at each stage.
Lifecycle Stages in Scope
| Stage | Description |
|---|---|
| Basic Lead | Initial contact captured |
| MQL (Marketing Qualified Lead) | Meets marketing engagement criteria |
| SQL (Sales Qualified Lead) | Meets sales readiness criteria |
| BANT | Budget, Authority, Need, Timeline confirmed |
Action Items
| Owner | Task | Status |
|---|---|---|
| Chris | Design form structure (individual vs. continuous) | In Progress |
| Chris | Map qualification criteria and weighting logic | In Progress |
| Chris | Build automation to change lead status on criteria match | Pending — post-meeting |
| Team | Attend 5:30 PM follow-up meeting to finalize implementation | Scheduled |
Open Questions (as of 2025-10-09)
- Form structure: Individual forms per stage, or one continuous multi-step form?
- Weighting: How are individual answers scored/weighted to determine stage advancement?
- Tooling: Which platform hosts the forms and triggers the automation? (ClickUp assumed; confirm in meeting)
Related
- [2]
- [3]