Define the ICP qualification criteria
Assign weights to each criterion
Collect lead data for each criterion
Compare lead attributes to ICP requirements
Score each criterion as match, partial match, or no match
Calculate total qualification score
Identify gaps against ICP
Check firmographic fit
Check demographic fit
Check behavioral fit
Check technographic fit
Check intent signals
Check budget alignment
Check authority level
Check need alignment
Check timeline alignment
Review disqualifying factors
Classify lead as qualified, partially qualified, or unqualified
Prioritize leads with highest ICP match
Route qualified leads to sales
Nurture partially qualified leads
Disqualify leads that fail critical criteria