Qualifying an opportunity, use the BANT method:
- Budget, is it defined, approved?
- Authority, does the person you are speaking with have the authority to make a decision, if not, what is the process?
- Need, do they have a need that makes good business sense, will there be an ROI?
- Timing, do they have a defined timeline to start and finish the project. Is there a team in place to work on this project?