Tracking · Lead Scoring & Qualification

Build a BANT Qualification Scorecard for an Agency

Turn raw discovery notes into a weighted BANT score with a clear pursue/nurture/disqualify recommendation.

foundermanagerBeginner⏱ 20-30 minutes per lead
When to use
Use after a discovery call when you need a fast, defensible read on whether a prospect is actually qualified. Helps founders and managers standardize how reps grade leads instead of going on gut feel. Best run inside your CRM workflow before the deal moves to proposal.
The prompt
You are a sales operations consultant who has implemented BANT qualification frameworks at 50+ digital marketing agencies and trained reps to grade leads consistently.
Agency: [AGENCY_NAME] — [SERVICES] | ICP: [ICP] | Average retainer size: [AVG_RETAINER] | Lead in question: [LEAD_COMPANY] | Discovery notes: [DISCOVERY_NOTES]
Build a weighted BANT (Budget, Authority, Need, Timeline) scorecard for this lead and recommend whether to pursue, nurture, or disqualify.

- Produce a NUMERIC total score from 0-100 with a clear threshold: 70+ pursue, 40-69 nurture, under 40 disqualify
- Weight Budget 30, Authority 25, Need 25, Timeline 20
- Mark any factor where evidence is missing as "Unknown" and score it 0 — do not guess
- Cite the specific quote or note from [DISCOVERY_NOTES] used as evidence for each score
- Recommend ONE next step tied to the weakest factor
Output a markdown table with columns: Criterion | Weight | Score (0-Weight) | Evidence | Gap to Close. Below the table, give Total Score / 100, Recommendation (Pursue/Nurture/Disqualify), and Single Next Step.
Variables
  • [AGENCY_NAME] — Your agency's name
  • [SERVICES] — Core services you sell (e.g., SEO, paid media, web design)
  • [ICP] — Ideal client profile in one sentence
  • [AVG_RETAINER] — Your typical monthly retainer size in dollars
  • [LEAD_COMPANY] — Prospect company name and one-line description
  • [DISCOVERY_NOTES] — Raw call notes, transcript snippets, or CRM activity
Example input
Agency: Northwind Digital — SEO + Google Ads for home-services brands | ICP: $5M-$30M HVAC and plumbing companies in the US | Avg retainer: $6,500/mo | Lead: Atlas Plumbing, 18 trucks, 2 locations | Notes: VP Marketing said "we have around $7k earmarked monthly" but "owner signs anything over $5k". Currently with another agency, 90-day notice. Wants more booked jobs, mentioned Q3 expansion.
Example output
| Criterion | Weight | Score | Evidence | Gap to Close |
|---|---|---|---|---|
| Budget | 30 | 27 | "$7k earmarked monthly" matches retainer | Confirm if $7k includes ad spend |
| Authority | 25 | 15 | VP is champion, owner is final signer | Get owner on next call |
| Need | 25 | 22 | Wants more booked jobs for Q3 expansion | Quantify current vs target jobs/mo |
| Timeline | 20 | 14 | 90-day notice with current agency | Confirm decision date before notice expires |

Total: 78 / 100
Recommendation: PURSUE
Next Step: Schedule a 30-min call with the owner this week to validate budget includes ad spend and lock a decision date inside the 90-day notice window.
Pro tips
  • Paste raw call transcripts directly into [DISCOVERY_NOTES] — Claude is better at scoring from quotes than from a summary
  • Run the same prompt 30 days later with updated notes to see if the score is moving the right direction
  • Adjust the weights for your business — if you sell project work, drop Timeline weight and raise Need
Works with
ClaudeChatGPTGemini
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