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Martechs

Service 03 · Qualified demand

Define what an accepted lead looks like. We qualify demand to exactly that depth, check it against your rules, and deliver it with the context sales needs.

Book a callSee how it works

15 minutes. Bring your lead definition, or we'll help you write one.

  1. 01DefinedYour acceptance criteria
  2. 02GeneratedContent, email, tele
  3. 03QualifiedMQL, HQL, or BANT
  4. 04QA'dChecked against your rules
  5. 05DeliveredIn your CRM, with context

Qualification depth

Not every campaign needs the same level of qualification.

We build programs around the qualification criteria, questions, and acceptance rules your sales and marketing teams define. Your definitions decide what counts as an accepted lead. We build and run the program to hit them.

Context we capture
  • Priorities
  • Challenges
  • Current environment
  • Relevant initiatives
  • Solution interest
MQLLevel 1

ICP fit, verified contact, confirmed interest.

HQLLevel 2

Everything in MQL plus business context: priorities, challenges, current environment, relevant initiatives, solution interest.

BANTLevel 3

Budget, Authority, Need, and Timeline, captured live, when sales needs deeper qualification before acceptance.

Lead record · HQL

  1. Entry · Content campaign
  2. Verified · ICP fit
  3. Qualified · HQL
Business context
Priority
Pipeline visibility
Challenge
Manual reporting
Environment
HubSpot, Sheets
Initiative
RevOps hire in Q3
Solution interest
Confirmed
QA passed

How it works

From campaign criteria to accepted demand.

  1. Define the standard

    Agree the targeting, qualification questions, required fields, and acceptance criteria with you.

    Campaign standard

    1. Entry · Your ICP
    2. Filter · Target titles
    3. Set depth · HQL
    Configuring acceptance
    Depth
    HQL
    Questions
    5
    Required fields
    8
    Accepted by
    Sales and marketing
    Standard agreed

  2. Generate demand

    Reach the target audience through the right mix of content, email, tele, or campaign motion.

    MartechsDemand2/4
    1. Content campaign
    2. Email
    3. Tele
    4. Campaign motion

  3. Verify

    Confirm the prospect and company meet the agreed campaign requirements.

    Verification
    • Prospect matches the profile
    • Company matches the profile
    • Contact verified

  4. Qualify

    Apply the MQL, HQL, or BANT depth you selected.

    Qualification
    • MQL
    • HQL
    • BANT
    • ICP fit
    • Verified contact
    • Confirmed interest
    • Business context

  5. QA

    Review every lead against your acceptance criteria before delivery.

    MartechsQA review2/3
    1. Criteria checked
    2. Fields complete
    3. Approved for delivery

  6. Deliver

    Pass the accepted lead and its qualification context into your workflow or CRM.

    Delivered lead
    • Contact and company
    • Campaign source
    • Qualification answers
    • Call notes

    Passed into your workflow or CRM.

Deliverables

Qualified demand built around your acceptance criteria.

  • Client-defined qualification.Targeting, questions, and acceptance rules built around your sales process.
  • MQL, HQL, or BANT delivery.You choose the level the campaign needs to deliver.
  • Qualification answers.The business context captured during qualification, on every lead.
  • Call and campaign context.Interaction notes, campaign source, and the content requested, included with the lead.
  • QA-reviewed lead records.Every lead checked against the agreed criteria before it reaches you.
Every delivered lead carries
  • Contact and company information
  • Campaign source and content requested
  • Qualification answers and call notes
  • Timestamp, account information, engagement signals, and your custom fields
Outcomes
  1. 1MQLs
  2. 2HQLs
  3. 3BANT-qualified demand
  4. 4Qualified lead delivery

Fit

This works best if you fit here.

Mid-market and enterprise teams that need more than contact data before marketing or sales accepts a lead.

You'll need

A sales and marketing team willing to agree on one definition of “accepted”, and someone who works the leads when they land.

Related services

Stop arguing about what a lead is. Define it, and we'll deliver it.

Book a call. We'll walk through your current acceptance criteria and show you what an MQL, HQL, or BANT program would deliver for your market.

Book a callSee which program fits

15 minutes. No pitch deck.