How to qualify a lead correctly

WORKING LEADS · LD-03

Field	Value
Article code	LD-03
Category	Working Leads
Applies to	Sales
Type	How-to
Lifecycle	U — Updatable (review quarterly)
Owner	Julia Broens
Supporting video	Scenario 1A – New contact becomes Learn · https://www.loom.com/share/bd4107f4d49b4e8f85b967a088887e8b · 06:08–07:13
Replaces	SOP 01 — How to qualify a lead correctly
Version	v2.0 — reformatted 2026-07-30
Next review due	+3 months

1. In one line

Review a lead and mark it qualified so automation creates the right deal, in the right pipeline, automatically.

2. Who this is for

Sales team members reviewing Leads in HubSpot after a Product of Interest has been set on the contact, and before any Deal is created.

3. Before you start

Access to the HubSpot account
Contact already created with a defined Product of Interest
Lead record already generated by automation for that contact

4. Watch it

Scenario 1A – New contact becomes Learn · https://www.loom.com/share/bd4107f4d49b4e8f85b967a088887e8b · 06:08–07:13

5. Do it

Open the Lead record associated with the contact.
Review any available context on the prospect — emails, calls, discovery notes, form submissions — to assess fit.
Set the Qualified field to Yes if the lead is a good fit for the indicated product.
Set the Attended Discovery Call field. Choose No for Learn and Grow prospects, which need no discovery call. Choose Yes for Coaching Client, Transform, TTT or Connect prospects who completed one.
Save the Lead record and allow automation up to 10 minutes to run before checking the result.

6. What you should see

The Lead is marked qualified with the correct Attended Discovery Call value.
Automation creates the associated Deal in the correct pipeline — BPA Learn & Grow, or Sales — based on the qualification logic.

7. If something looks wrong

You see this	It usually means	Do this
No Deal appears after 10 minutes	Product of Interest, Qualified or Attended Discovery Call is wrong or blank	Re-check all three. If they're correct, submit a ticket
Deal landed in the wrong pipeline	Product of Interest doesn't match what was sold	Correct Product of Interest — but note a deal already created won't move. Report it

8. Exceptions and edge cases

For Learn and Grow prospects, Attended Discovery Call must always be No — these products don't require a discovery call before purchase.

9. Why we do it this way

Qualification is the one judgment call in this chain, which is why it stays manual while everything downstream is automated. The system acts on your decision; it doesn't make it.

Getting Attended Discovery Call right matters more than it looks — it's part of what decides which pipeline the deal lands in, and a deal in the wrong pipeline can't simply be dragged across.

10. Related articles

How to create a lead correctly (LD-02)
How to confirm routing inputs are present (LD-04)
Product of Interest, explained (AR-12)
Our pipelines and deal stages (AR-07)

11. Quick-reference card

	Content
What to do	Open the Lead · review the context · set Qualified · set Attended Discovery Call · save and wait 10 minutes
What to check	Product of Interest is right before you qualify · the deal appeared in the expected pipeline
What to avoid	Setting Attended Discovery Call to Yes for Learn/Grow · qualifying before Product of Interest is confirmed
Who to contact	Ticket with the lead link if no deal appears after 10 minutes