Lead Qualification Automation Playbook

Lead qualification automation exists to protect sales time and raise show rates, not to interrogate every stranger with twelve questions. ## Playbook ### 1. Define a qualified lead in one sentence Example: "UK B2B SaaS, 10+ staff, needs CRM or WhatsApp automation in the next quarter." ### 2. Choose the minimum questions Ask only what changes routing or priority. Everything else can be enriched later. ### 3. Respond in minutes, not hours Instant acknowledgement on the channel they used (web, WhatsApp, SMS), then route. ### 4. Score consistently Combine fit (firmographics) and intent (behaviour, answers). Publish the score rules so sales trusts them. ### 5. Book or nurture High intent → calendar link or human callback. Medium → nurture sequence. Low → light education or disqualify politely. ### 6. Write everything to CRM If it is not in the CRM, it did not happen. ## KPIs - Median speed-to-first-touch - % leads touched in under 5 minutes - Qualified rate - Meeting show rate - Cost per qualified lead ## Tooling patterns Web form → n8n → HubSpot/GHL → WhatsApp/SMS → Calendly. Voice AI can cover overflow callbacks for high-volume teams. ## Next step If leads go cold in a shared inbox, start here. A two-week pilot is often enough to prove speed-to-lead gains.