The process of seeing how ‘good’ a lead is. For example, someone may sign up for a test drive on a website by handing over their email address. This email address is a lead to a potential sale, however, this person might be anything from on the point of making a purchase to someone who just wants to have a nice day out.
In this case, the lead could be qualified by asking them some follow up questions to see if they are actually intending on making a purchase. Leads that pass this ‘test’ are then known as Qualified Leads and are far more valuable.Glossary Index