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Sales Training: Lead Qualification (September Session)

Slides from the sales session on the lead qualification process: daily HubSpot routine, lifecycle stages and how SQLs come in.

Notes and slide content from the sales session on the lead qualification process.

21/08/2025

  • Lead Qualification process

Use HS in your daily routine – log in the app via your phone or desktop

  • Use it as your daily calendar to see your tasks, open leads, reminders, open projects, …
  • Please log all your communication (call, email, notes,...)
  • Automatically (outlook desktop/web or HubSpot web/App in your phone) (Do not forget to pin and log in HS ad-in in your outlook)
  • Manually (Call outside HS, send the message in WhatsApp)
  • Start & End your day with HubSpot

Suite CRM vs. HubSpot (HS):

The life cycle stages

Where to find the SQLs? Lead pipeline

The life cycle stages

  • Don’t break the system!

Process: how SQLs come in

  • 1. Someone filled out contact form on website
  • 2. In HubSpot: lead will be created and right Sales person will be assigned to the lead (based on region)
  • 3. Contact Life cycle stage changes to SQL in HubSpot

Process: how SQLs come in

  • 4. Sales receive an email and task that someone wants to get in touch with Sales containing all information from the contact
  • 5. In the lead pipeline (“CRM” > “Leads”) you can see the overview of all your leads

🌱 New (Automatic)

  • Definition: An SQL that has entered into Hubspot but has not yet been contacted.
  • Typical scenario: Leads that filled out a contact/SQL form or Warm leads from the fairs
  • Action: Sales follow-up.
  • ! Within 5 business days, we expect you to reach out to the lead
  • Lead stages: NEW

💬 Attempting  (Automatic or manual add your attempts when you reached out not via hubspot)

  • Definition: Sales is actively trying to reach the lead, but no live interaction has taken place yet.
  • Typical scenario: First call, voicemail, LinkedIn outreach, or follow-up email sent.
  • Action: Continue chasing using the agreed outreach sequence.
  • Lead stages: Attempting

🤝 Connected (Automatic)

  • Definition: Sales has established contact with the lead (email, call, meeting) and is now assessing whether there is a real need or potential opportunity.
  • Typical scenario: First live conversation or email reply or call reply
  • Action: Qualify by asking the right questions to understand fit, budget, and timing.
  • Lead Stages: Connected

🏆 Qualified (Manual)

  • Definition: A real project has been identified and the lead is ready to move into the deal pipeline.
  • Typical scenario: The lead expresses interest in a product for a project, there is a clear use case defined with buying intent.
  • Action: Manually move to Qualified stage and create a deal  Hubspot will automatically associate it to the right contact, lead and/or company
  • Lead stages: Qualified

❌ Disqualified (Manual)

  • Definition: The lead is not a fit for our solution — either permanently or temporarily.
  • Reasons:
  • Budget constraints,
  • no decision making power,
  • not a good fit,
  • no interest,
  • no reply,
  • Spam
  • Action: Manually set this stage to disqualify and add right disqualification reason. (mandatory)
  • Lead stages: Disqualified

Deal will be automatically associated to contact, lead and/or company

  •  Sales need to associate the deal with the right end user if they have the information
  • Deal will be created when you qualified the lead because a project is identified
  • value of the deal:
  • Sales makes an estimate based on project
  • Or price if you have a quote
  • ! Amount can’t be 0 or 1, should always be >5000
  • After Qualified stage: Deal creation

Lead stages

  • New : lead is created and salesperson identified it goes via distributor or integrator
  • Sales always need to send out an email to the end user lead and put distributor/integrator in copy. Televic always stays in driver seat
  • Sales meeting with distributor: sales proactively need to check in with distributor on status of these leads
  • ! Sales always need to update manually the lead stages based on feedback from
  • Be sure to manually qualify or disqualify !
  • End user process where distributor or integrator should be informed

Flow

Real life examples

Questions

TODO — attach the deck: upload Sales process meeting 09.09.pptx to HubSpot File Manager and replace the link below.

REPLACE_WITH_FILE_URL — download the slide deck

Source file: KB 4/Sales process meeting 09.09.pptx (36 MB)