Operations Guide
AI Lead Qualification Playbook for B2B AI Teams
Many teams generate demand but lose pipeline quality because qualification rules are fragmented across forms, sales routing, and ad hoc follow-up. This playbook creates one owner-assigned qualification system.
Implementation Steps
- Set baseline metrics for inbound leads, MQL-to-SQL conversion, SLA misses, and stage regressions.
- Define one ICP gate and one disqualification rule set before sales handoff.
- Assign owner-level SLA windows for first qualification touch and escalation.
- Run weekly quality reviews with conversion trend, discovery audit, and pipeline hygiene actions.
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- Provider and model split recommendations
- Budget guardrail design by traffic stage
- KPI plan for spend, quality, and conversion