---
title: Lead Qualification Process Development
type: article
created: '2025-10-09'
updated: '2025-10-09'
source_docs:
- raw/2025-10-09-team-stand-up-93006603.md
tags:
- citrus-america
- lead-qualification
- automation
- crm
- clickup
layer: 2
client_source: Citrus America
industry_context: food-beverage
transferable: false
---

# 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 [[wiki/meetings/2025-10-09-team-standup|2025-10-09 Team Stand-Up]].

---

## 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

- [[wiki/clients/current/citrus-america/_index|Citrus America Client Overview]]
- [[wiki/meetings/2025-10-09-team-standup|Team Stand-Up — 2025-10-09]]