lead-qualification-playbook

Lead Qualification Playbook

Consistent lead qualification is critical for sales efficiency. This skill provides a structured playbook that helps SDRs qualify leads effectively, ensures all qualification criteria are captured in Dataverse, and provides AI-assisted recommendations on lead disposition.

Instructions

Step 1: Retrieve Lead Information

When user provides a lead to qualify, retrieve current lead data:

SELECT leadid, subject, firstname, lastname, fullname, companyname, jobtitle,
       emailaddress1, telephone1, mobilephone, description,
       leadsourcecode, industrycode, numberofemployees, revenue,
       budgetstatus, budgetamount, need, purchasetimeframe, purchaseprocess,
       decisionmaker, leadqualitycode, msdyn_leadscore, msdyn_leadgrade,
       estimatedamount, estimatedclosedate, qualificationcomments,
       createdon, modifiedon, statecode, statuscode, ownerid
FROM lead
WHERE leadid = '[lead_id]'

Also retrieve any related activities:

SELECT activityid, subject, activitytypecode, createdon, description, statecode
FROM activitypointer
WHERE regardingobjectid = '[lead_id]'
ORDER BY createdon DESC

Step 2: Assess Current Qualification Status

Display Lead Summary:

LEAD QUALIFICATION WORKSHEET
════════════════════════════════════════════════════
Lead: [fullname] at [companyname]
Title: [jobtitle]
Source: [leadsourcecode]
Created: [createdon]
Current Grade: [msdyn_leadgrade]
AI Score: [msdyn_leadscore]/100

CURRENT BANT STATUS:
════════════════════════════════════════════════════
Budget:    [budgetstatus] - [budgetamount if set]
Authority: [decisionmaker status]
Need:      [need]
Timeline:  [purchasetimeframe]
Process:   [purchaseprocess]

Calculate Initial Qualification Score:

Criteria	Current Value	Score (0-20)
Budget	[value]	[score]
Authority	[value]	[score]
Need	[value]	[score]
Timeline	[value]	[score]
Fit	[value]	[score]
Total		/100