How to Use Qualifiers in Strama AI to Validate Your Leads

Here's a scenario every sales professional knows too well: you import a lead list, start reaching out, and halfway through realize that half the people on the list don't actually fit what you're selling. Maybe they left the company. Maybe their title was misleading. Maybe the data was just wrong.

It's frustrating, inefficient, and it wastes your most valuable resource—your time and credibility with prospects.

That's exactly why we built Qualifiers in Strama AI. They're a quick validation system that helps you confirm whether each lead actually matches your campaign criteria before you spend time crafting personalized outreach.

What Are Qualifiers?

Qualifiers are criteria that define your ideal prospect for a specific campaign. They're not just demographic filters—they're strategic parameters that ensure the people you're reaching out to are actually a good fit for what you're offering.

If you've used our AI campaign wizard, qualifiers are automatically generated based on your campaign description. For example, if you're targeting enterprise HR leaders at Boeing, your qualifiers might include:

• Executive leadership in finance
• Company revenue over one billion dollars
• Located in or headquartered in the United States

Each lead in your campaign is scored against these qualifiers, showing you at a glance how well they match your target profile.

How Qualifiers Work: A Practical Example

Let's say you're running a campaign for Adobe's digital media team, targeting enterprise prospects in the New York metro area. Your qualifiers might look like this:

1. Executive marketing role OR senior creative leadership (either one qualifies)
2. Company revenue over one billion dollars
3. Located in the New York metro area (individual or company headquarters)

When you add a lead to this campaign—whether from your own source or through Strama's ideal profile search—each person is automatically evaluated against these qualifiers.

Viewing a Lead's Qualification Score

Click on any lead in your campaign and navigate to their Intelligence view. You'll see exactly which qualifiers they match and which they don't.

For example, you might see that Brian matches three out of four qualifiers:

• ✓ Executive marketing role
• ✗ Senior creative leadership (doesn't match, but not required since it's an "either/or" qualifier)
• ✓ Company revenue over one billion dollars
• ✓ Located in the New York metro area

This tells you immediately: Brian is a strong fit. He meets the core criteria, and even though he's not in creative leadership, that was an alternative qualifier, not a requirement.

Why This Matters for Prioritization

Qualifiers aren't just about filtering out bad leads. They're about prioritization.

When you're looking at a list of 50 or 100 prospects, you want to focus your energy on the highest-potential opportunities first. Qualification scoring helps you do that.

If you see someone matches all four qualifiers, they go to the top of your outreach list. If someone only matches two out of four, they might still be worth reaching out to—but maybe later, or with a different approach.

This is especially valuable when you're using your own lead sources. You might have a purchased list or exported data from another tool. Qualifiers give you a fast, systematic way to validate that data before you invest time in outreach.

Adding or Customizing Qualifiers

While the AI campaign wizard generates qualifiers automatically, you can always add more based on what matters for your specific campaign.

Click "Add Qualifier" and define additional criteria like:

• Competitor tools they're using (e.g., currently using Canva for a campaign selling Adobe Firefly)
• Technology stack (e.g., uses Salesforce, HubSpot)
• Industry vertical (e.g., financial services, healthcare)
• Company growth stage (e.g., recently raised funding, expanding teams)

The more specific your qualifiers, the more precise your validation becomes. You're not just checking if someone has the right title—you're confirming they have the pain points, technology context, and business situation that makes your solution relevant.

The Validation Workflow in Action

Here's how qualifiers fit into your day-to-day prospecting workflow:

1. Set up your campaign with clear qualifiers (or let the AI wizard generate them)
2. Add leads from your own source or using Strama's ideal profile search
3. Review qualification scores to see which leads match your criteria
4. Prioritize outreach based on who matches the most qualifiers
5. Refine qualifiers as you learn what indicators predict good-fit prospects

This creates a feedback loop. As you run campaigns and see which types of prospects convert, you can update your qualifiers to reflect those insights, making future campaigns even more targeted.

Beyond Validation: Setting the Foundation for Personalization

There's a secondary benefit to qualifiers that's easy to overlook. When Strama knows what matters for your campaign—company size, location, role, technology stack—it can use that context to inform the research and messaging it generates for each prospect.

In other words, qualifiers aren't just a validation tool. They're part of the strategic foundation that makes AI-powered personalization actually relevant. The system understands not just who the person is, but why they matter for this specific campaign.

Ready to Validate Your Leads?

Qualifiers are available in every Strama AI campaign. If you've already set up campaigns, you can start using qualifiers right away. If you're just getting started, the AI campaign wizard will generate them automatically based on your targeting criteria.

Want to see how qualifiers fit into your prospecting workflow? Schedule a demo and we'll show you how to set up validation criteria that ensure you're always reaching out to the right people.