What does 'lead qualification' refer to in inbound sales?

Lead qualification in inbound sales specifically refers to the process of determining if a lead meets predefined criteria to become a customer. This involves evaluating various factors such as the lead's needs, budget, authority, timeline, and fit with the product or service being offered. By assessing these elements, sales teams can prioritize leads that are more likely to convert into customers, allowing for a more efficient use of resources and time.

This process is critical because it helps sales representatives focus their efforts on leads that not only show interest but also align closely with the company's ideal customer profile. The outcome is a more refined approach that enhances conversion rates and streamlines the sales process. The other options mentioned involve different aspects of sales and marketing but do not encapsulate the core focus on matching leads to customer criteria, making them less relevant in the context of lead qualification.