Welcome to the ICP, Lead Intelligence & Qualification Framework course. This training is designed to help Sales, Marketing, and Customer Success teams strategically identify and prioritize high-value opportunities by fundamentally separating a company’s overall strategic fit (ICP Score) from an individual buyer’s immediate readiness (Lead Intent). By mastering this updated three-tiered qualification model, you will learn a shared operational language that eliminates wasted sales effort, ensures cleaner CRM data, and empowers you to engage the right accounts at exactly the right time.