Name, company size, contact window name and position, industry, country...
How did the lead get to us?
Are they currently using another vendor? Are they talking with our competitors too?
Does the lead meet our customer profile? Do we have use cases with similar customers?
What are the lead's pain points? Can we quantify them?
Why is the lead looking to solve the pain point now? Has a recent event triggered it? is there a push from a stakeholder?
How does our solution solve the pain points? What are our key differentiators?
How much time/money could our solution save this prospect?
Why us specifically? What can we offer that our competitors cannot?
Who is the final decision maker? How many people will have to sign off on this deal? What will the process look like?
Is there a procurement department? How long does the procurement process usually take? What can we do to expedite it?
PRICING & DEAL SIZE
What's our pricing? Do we have any discounts? What will the total deal size look like?
What is our likelihood of closing this deal within the next week/month/quarter?
What's the next step? Do we need a follow-up call? Are there other stakeholders to update?