Skip to main content
Image coming soon

Final call on lead qualification criteria, no escalation needed

$199.00
Adding to cart… The item has been added

A tailored course, built for your situation

Final call on lead qualification criteria, no escalation needed

Own the lead flow decisions that shape pipeline velocity and sales alignment

$199 one-time
24-hour access provisioning 30-day money-back guarantee Hand-built implementation playbook
12 modules. 12 chapters per module. 144 chapters total.
12 modules, each with 12 chapters (144 chapters total), text-based, plus downloadable templates and a hand-built implementation playbook delivered alongside course access.

The situation this course is for

Who this is for

Lead Generator at a B2B tech services firm, currently managing lead scoring and handoff processes with cross-functional dependencies

Who this is not for

Entry-level SDRs, sales reps, or marketers who don’t own lead qualification design

What you walk away with

  • Sole authority to set and adjust lead scoring thresholds
  • Final sign-off on lead routing rules to sales teams
  • Independence from marketing or sales leadership for standard qualification updates
  • Documented rationale for every criterion, ready for challenge
  • Peer-validated framework that resists second-guessing

The 12 modules (with all 144 chapters)

Module 1. Define your lead qualification philosophy
Establish the core principles behind your lead model, aligned to business outcomes, not opinion. Build a defensible foundation for decision ownership.
12 chapters in this module
  1. What makes a lead sales-ready
  2. Three models of qualification success
  3. Your role in the decision chain
  4. Defining 'good enough' for handoff
  5. Separating opinion from criteria
  6. The cost of false positives
  7. The risk of false negatives
  8. Benchmarking your threshold
  9. Mapping criteria to conversion
  10. Setting your non-negotiables
  11. Choosing your primary qualifier
  12. Articulating your philosophy
Module 2. Build a scoring model with built-in authority
Design a point-based system that reflects real sales readiness, with clear rules that justify your final say.
12 chapters in this module
  1. Zero to scoring model in 6 steps
  2. Assigning points to firmographics
  3. Behavioral weightings that stick
  4. Engagement signals that matter
  5. Content download scoring
  6. Website visit frequency
  7. Form fill depth analysis
  8. Email engagement tracking
  9. Lead source weighting
  10. Time-decay logic setup
  11. Threshold calibration method
  12. Model documentation standard
Module 3. Set routing rules without approval
Own how and when leads move to sales, with logic that prevents override and ensures consistency.
12 chapters in this module
  1. Routing by territory rules
  2. Round-robin logic setup
  3. Capacity-based assignment
  4. Specialist handoff triggers
  5. Account-based routing flags
  6. Deal size thresholds
  7. Service interest tags
  8. Urgency indicators
  9. Time-to-contact SLA
  10. Fallback path design
  11. Escalation path removal
  12. Rule change protocol
Module 4. Design automatic disqualification logic
Control the exit criteria just as tightly as the entry, eliminating debate when a lead is dropped.
12 chapters in this module
  1. Time-based decay rules
  2. Inactivity thresholds
  3. Bounce-triggered removal
  4. Unsubscribe auto-exit
  5. Job change detection
  6. Company exit events
  7. Engagement drop-off
  8. Score floor enforcement
  9. Re-engagement gates
  10. Re-qualification process
  11. Audit trail setup
  12. Disqualification reporting
Module 5. Document rationale for every decision
Arm yourself with sources, benchmarks, and logic that stand up to scrutiny, no second-guessing your threshold.
12 chapters in this module
  1. Benchmarking against industry medians
  2. Sales feedback integration
  3. Conversion rate evidence
  4. Historical performance data
  5. A/B test results archive
  6. Sales rep interview summaries
  7. CRM outcome analysis
  8. Time-to-close correlation
  9. Deal size alignment
  10. Churn risk indicators
  11. Lead source ROI
  12. Rationale packaging format
Module 6. Preempt objections with pre-baked validation
Build peer-reviewed consensus into your model so changes don’t require re-approval.
12 chapters in this module
  1. Stakeholder input mapping
  2. Pre-validation interview script
  3. Sales alignment checkpoint
  4. Marketing sign-off timing
  5. Product team feedback loop
  6. Legal/compliance checks
  7. Finance impact statement
  8. Leadership comms template
  9. Change advisory group setup
  10. Monthly review cadence
  11. Version control method
  12. Validation log maintenance
Module 7. Operationalize without oversight
Deploy your model with self-sustaining mechanics that reduce dependency on leadership.
12 chapters in this module
  1. CRM rule automation setup
  2. Integration with marketing platform
  3. Real-time dashboard access
  4. Alert threshold configuration
  5. User access permissions
  6. Change log transparency
  7. Version history tracking
  8. Backup model storage
  9. Fail-safe activation
  10. Monitoring responsibility
  11. Maintenance window rules
  12. Update notification system
Module 8. Own the definition of 'sales-ready'
Lock in your authority by being the sole source of the official handoff standard.
12 chapters in this module
  1. Crafting the official definition
  2. Publishing the standard
  3. Training the intake team
  4. Certifying sales acceptance
  5. Handling exceptions
  6. Audit-ready documentation
  7. Version update protocol
  8. Feedback intake process
  9. Clarification request flow
  10. Misalignment resolution
  11. Escalation prevention
  12. Standard lock-in method
Module 9. Control lead source inclusion decisions
Decide which channels feed your model, no gatekeepers, no delays.
12 chapters in this module
  1. New source evaluation checklist
  2. ROI threshold for inclusion
  3. Testing period duration
  4. Performance monitoring
  5. Source deactivation rules
  6. Third-party data approval
  7. Partner lead acceptance
  8. Event-driven lead intake
  9. Webinar follow-up flow
  10. Chatbot lead validation
  11. Social media sourcing
  12. Source exit documentation
Module 10. Set and adjust thresholds independently
Make real-time changes to scoring and routing without approval loops.
12 chapters in this module
  1. Performance-triggered adjustments
  2. Seasonality rule setup
  3. Campaign-specific overrides
  4. Temporary threshold logic
  5. Permanent change protocol
  6. Impact assessment method
  7. Change announcement template
  8. Stakeholder notification
  9. Audit readiness check
  10. Version rollback plan
  11. Change log entry
  12. Independent decision log
Module 11. Lead the calibration cycle
Run the review process that validates your model, putting you in charge of the feedback loop.
12 chapters in this module
  1. Scheduling the review
  2. Inviting participants
  3. Pre-circulated materials
  4. Agenda control
  5. Decision capture
  6. Outcome communication
  7. Action item tracking
  8. Follow-up timing
  9. Disagreement resolution
  10. Consensus documentation
  11. Model update timing
  12. Cycle ownership
Module 12. Become the recognized authority
Establish your role as the go-to decision-maker for all lead flow governance.
12 chapters in this module
  1. Internal branding strategy
  2. Positioning your role
  3. Thought leadership content
  4. Internal workshop delivery
  5. Model transparency
  6. Feedback responsiveness
  7. Credibility building
  8. Visibility in sales meetings
  9. Reporting ownership
  10. Success metric attribution
  11. Recognition capture
  12. Authority reinforcement

How this maps to your situation

  • When sales questions lead quality
  • After a campaign underperforms
  • Before a sales process redesign
  • During CRM rule changes

Before vs. after

Before
Lead qualification decisions require approval, subject to sales pushback and marketing overrides.
After
You set and defend the lead bar independently, with no need for senior sign-off on standard updates.

What's included with your purchase

  • 12 modules with 12 chapters each (144 chapters)
  • Downloadable templates and worked examples for every module
  • Hand-built implementation playbook delivered alongside course access
  • 30-day money-back guarantee

Delivery and format

  • Course and learning environment access provisioned within 24 hours of purchase
  • Hand-built implementation playbook delivered alongside course access

Format: Text-based modules and chapters in the Art of Service learning environment, plus downloadable templates and worked examples for every chapter, plus the hand-built implementation playbook delivered alongside course access.

Time investment: 6-8 hours total, spread across 12 modules with practical completion steps.

How this compares to the alternatives

Generic lead gen courses teach broad tactics. This course delivers specific authority over qualification rules, with battle-tested documentation and peer validation built in.

Frequently asked

Will this work if I’m not in marketing or sales leadership?
Yes. The course is designed for practitioners who operate the lead engine and want decision rights, not just execution duties.
How is the course structured?
12 modules, each containing 12 chapters (144 chapters total).
Do I need technical CRM skills?
No. The course focuses on decision design and governance, not code or configuration.
$199 one-time. 6-8 hours total, spread across 12 modules with practical completion steps..

Within 24 hours your account in the learning environment is provisioned and the tailored implementation playbook is delivered alongside it.

30-day money-back guarantee· 144 chapters· Hand-built playbook included· Account access within 24 hours
!