# Qualification

> Lead qualification using BANT 6-criteria gate (Problem, Budget, Authority, Timeline, Fit, Margin) at marketing-sales handoff. Qualified leads enter pipeline, unqualified go to nurture. If bottleneck is downstream, reduce upstream lead gen. Use when evaluating leads, managing marketing-sales handoff, or when pipeline quality is poor.

- **Type:** Skill
- **Install:** `agentstack add skill-masterleopold-anty-framework-qualification`
- **Verified:** Yes — security-reviewed for prompt injection and unsafe behavior
- **Seller:** [masterleopold](https://agentstack.voostack.com/s/masterleopold)
- **Installs:** 0
- **Category:** [AI & ML](https://agentstack.voostack.com/c/ai-and-ml)
- **Latest version:** 0.1.0
- **License:** MIT
- **Upstream author:** [masterleopold](https://github.com/masterleopold)
- **Source:** https://github.com/masterleopold/anty-framework/tree/main/skills/qualification
- **Website:** https://4n7y.com

## Install

```sh
agentstack add skill-masterleopold-anty-framework-qualification
```

Requires the [AgentStack CLI](https://agentstack.voostack.com/docs/cli). Works with Claude Code, Cursor, and any MCP-compatible agent.

## About

# Lead Qualification

## When to Apply
- Evaluating new leads for pipeline entry
- Marketing-sales handoff decisions
- When pipeline quality is poor (low conversion rates)
- When downstream bottleneck exists (too many unqualified leads)
- Configuring qualification criteria during onboarding

## Core Framework

### BANT 6-Criteria Gate

Every lead must pass all 6 criteria before entering the pipeline at Step 2:

| Criteria | Question | Pass Condition |
|---|---|---|
| **Problem** | Does the prospect have a problem our product solves? | Specific, articulated pain point matching our solution |
| **Budget** | Is budget allocated or likely? | Budget exists or can be created within purchase timeline |
| **Authority** | Is the decision-maker engaged or accessible? | Direct contact with buyer, or champion with access to buyer |
| **Timeline** | Is there a reasonable purchase timeframe? | Active evaluation, not "maybe someday" |
| **Fit** | Does our product capability match their need? | Core use case alignment, not edge-case stretching |
| **Margin** | Can we achieve acceptable margin on this deal? | Deal economics above minimum threshold |

### Qualification Flow

```
Incoming lead
  |
  +-> Score against 6 criteria
  |
  +-> All 6 pass: QUALIFIED
  |     -> Enter pipeline Step 2
  |     -> Assign to appropriate sales Actions
  |
  +-> 1-2 fail: NURTURE
  |     -> Add to nurture sequence
  |     -> Re-evaluate in 30/60/90 days
  |     -> Do NOT add to pipeline
  |
  +-> 3+ fail: DISQUALIFY
        -> Remove from active tracking
        -> Log reason for future pattern analysis
```

### Downstream Bottleneck Rule

When the pipeline bottleneck is downstream (e.g., demo capacity at 90% utilization):

**Reduce upstream lead gen volume, don't increase it.**

```
Bottleneck: Demo capacity (30/month, 90% utilized)
Qualified leads waiting: 15 in queue

WRONG: "Generate more leads to increase pipeline"
RIGHT: "Reduce lead gen to match demo throughput.
        Generating more leads than demo can handle is waste."
```

This is TOC's subordination principle applied to the sales pipeline.

### Quality vs Quantity Tradeoffs

| Scenario | Recommendation |
|---|---|
| High volume, low qualification rate (80%) | Expand lead gen. Quality is proven, need more volume. |
| High volume, high qualification rate | Scale carefully — check downstream capacity first. |
| Low volume, low qualification rate | Fix targeting AND qualification criteria. Both broken. |

### Qualification Criteria Calibration

Criteria should be reviewed quarterly:
- Too strict: pipeline starves (qualification rate >90%, pipeline-to-quota 90% qualification, starving pipeline | "Criteria may be too strict. Consider relaxing [specific criterion]." |
| Missing criteria | Qualification without checking all 6 | "Budget and Authority not checked. These are common failure points." |
| Wishful qualification | "Budget probably exists" | "Unverified. Mark as hypothesis, verify before pipeline entry." |
| Ignoring nurture | Disqualified leads abandoned | "Nurture sequences convert 5-15% over 6 months. Don't abandon." |

## Source & license

This open-source skill is cataloged on AgentStack and links to its original source — we do not rehost the code.

- **Author:** [masterleopold](https://github.com/masterleopold)
- **Source:** [masterleopold/anty-framework](https://github.com/masterleopold/anty-framework)
- **License:** MIT
- **Homepage:** https://4n7y.com

Install and usage instructions live in the source repository linked above.

## Pricing

- **Free** — Free

## Security capabilities

Automated source analysis of v0.1.0 — what this tool can access:

- **Network access:** no
- **Filesystem access:** no
- **Shell / process execution:** no
- **Environment & secrets:** no
- **Dynamic code execution:** no

*"Yes" means the capability is present in the source — more access means more to trust, not that it is unsafe.*


## Versions

- **0.1.0** — security scan: passed — Imported from the upstream source.

## Links

- Listing page: https://agentstack.voostack.com/l/skill-masterleopold-anty-framework-qualification
- Seller: https://agentstack.voostack.com/s/masterleopold
- Browse the marketplace: https://agentstack.voostack.com/browse

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Listed on AgentStack — the marketplace for AI agent skills and MCP servers. Every listing is security-reviewed. Creators keep 70%.