Lead qualification checklist
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Need
[ ] Is the problem real and painful?
[ ] Does it cost them money or time today?
[ ] Will it get worse if they wait?

Budget and authority
[ ] Is there money set aside?
[ ] Who signs off?
[ ] Is that person on the call?

Timing
[ ] When do they need it working?
[ ] What is driving that date?
[ ] What else is competing for their time?

From DelegateWorker: https://www.delegateworker.com/discovery-call